Are You Looking to Increase Your Customer Base? Sell RPA Solutions

Buckley said that although he sells a lot of infrastructure to existing customers, he is having trouble obtaining new clients. Many potential customers had already been working with partners who sold them products from vendors such as Dell EMC and Cisco. Buckley was limited by IT budgets and didn't see much growth.

This is where RPA comes in.

Buckley discovered that robotic process automation allowed him to approach customers from a completely new and convincing angle. RPA implementation is often done at the request of a business initiative.

"Robotic process automation is 90%-95% of all time a business initiative by the CFO, controller, or CEO. Buckley stated that it is not an IT conversation.

 If you start with your business goal, such as automating the invoice process, you will find a foothold.

So what is RPA?

RPA is a tool that automates keyboard-oriented tasks. RPA automates tasks such as filling out forms, scheduling appointments, and handling contact center calls. Buckley stated that RPA automates repetitive, error-prone, and mind-numbing tasks that waste workers' time.

Buckley stated that it frees them from mundane tasks and allows them to concentrate on providing customer service or adding value to the company.

It is worth defining the differences between AI, RPA, and hyper-automation. RPA automates keyboard-oriented tasks, but artificial intelligence (AI), connects legacy apps to automate business workflows and processes. Hyper-automation is a combination of RPA and AI. It adds governance, audit capabilities, and process automation.

Buckley stated that most companies begin with RPA basics. They decide if automating tasks gives them a decent return on their investment and then they move on. This is the problem for most RPA clients. Customers who have purchased a license from companies like UiPath and Automation Anywhere don't know how to use it. Buckley said that it reminded him of ServiceNow's initial adoption phase, which lasted 3-4 years. Companies are buying licenses, but they don't have a plan or expertise.

To fill the gap, partners can join the picture.

"Customers can't do this ad-hoc. Buckley stated that you need an overall plan for how to deploy it.

Partners provide more than a plan. They help buyers find relevant use cases, which will then drive executive sponsorship and employee buy-in.

Buckley stated that the floodgates will open when the C-level can see these use cases. The cost savings RPA can provide, sometimes exceeding eight figures, is enough to convince leadership to invest in technology. IT budgets are...

RPA allows the company to open its wallets to other areas of the business, making them notoriously thin.

"Okay, I'll give you more when they see the return." Buckley replied, "Give me more."

Easier Said Than Done, Right?

RPA can provide partners with compelling business value and help them expand their customer base. How can a traditional infrastructure VAR or telecom broker, or managed IT service provider, get into this market?

Buckley began by doing some research. Buckley found an RPA partner who had been in business for many years. He used their market information and education resources. It was all about time and a genuine desire for customers to be satisfied.

"You must invest enough time to learn and have an interest in the subject. He said that he was interested in the idea.

Second, Buckley set himself reasonable expectations. Buckley did not take responsibility for RPA's technical details or direct responsibility for its services.

His job was less about technology and more about bringing people together. The RPA services partner was enthralled by his offer of a variety of customer accounts. Buckley was "teeing" them up for a win.

"Why would a service partner want to work alongside me?" I have access to hundreds of accounts. He said that we are an extension of their sales force and can help them get into accounts they don't belong to."

He could, on the other hand, bring his partner along to the conversation with the customer to answer all their questions.

"I am a salesman. Buckley stated that he doesn't expect to know everything. "But I'm expected to know the right people to enter and have this conversation."

A Big Win

Buckley approached potential clients with the help of his education and new partnership. He was turned down by the IT buyers at Phoenix's large company for an infrastructure conversation. The IT folks redirected him to the business side to talk about RPA.

Buckley brought Technologent as his services partner to the meeting. They carried on the conversation. Technologent was awarded the contract.

Buckley advised partners interested in building an RPA practice to form a partnership and work with an RPA license provider like UiPath, Automation Anywhere, and develop developer relationships with employees at these companies. You're almost there, add the services partner we mentioned and you're good to go.

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"What is the investment on our part?" He said that there isn't really any investment.

Are partners considering RPA as a part of their portfolios? Buckley stated that his perception of the industry suggests that few traditional partners have entered the market. There are many pure-play RPA partners, but there is a lot of room for cross-selling RPA with IT services or telecom brokerage.

Buckley stated, "It augments and enables partners to have conversations they are not usually having today." It is a way to get into an account without having to compete with every Cisco VAR in the area.