1. Educate themselves on hardware asset management and how it relates to asset management, IT strategy, finances and the many other strategic as well as tactical areas.
2. Actively participate in discussions with clients about their HAM and how it relates to ITAM/software asset management planning as well as the strategic IT or corporate plan.
3. Build camaraderie with the consultants and leverage their knowledge even after a project is done.
4. Bring in your own channel experts when vulnerability is unveiled during a hardware asset management project.
As a channel manager, you’ll work closely with your clients to fulfill their needs, but you’ll be able to do so much more if you have more intimate knowledge of a client’s strategy, needs and vulnerabilities. Trust is not given, but earned. By working side by side with your client, you can earn that trust.