In this ChannelTalks interview with Thomas Mardahl and Matthew Ruskin from Rejoose, we explore the critical role of sustainability within the IT sales process, offering valuable insights and strategies for channel partners and IT sales professionals.
The discussion explores how Rejoose supports the Channel in integrating sustainability into their operations and why their partnership with iasset is a game-changer for embedding ESG to the I.T sales process and quoting.
The interview underscores the significant commercial opportunities that sustainability presents for IT sales teams, particularly as demand for carbon and energy metrics rises at the board level. As customer priorities shift toward sustainable purchase strategies, sales professionals are urged to adapt by leveraging new tools, operational processes, and data.
Sustainability is not just a moral imperative but a strategic advantage, which is why IT sales professionals need to embrace ESG principles and equip themselves for the evolving market landscape.
KEY TOPICS
02:30: The Rejoose founding story and what they do for the Channel.
05:00: Why iasset and Rejoose have partnered and what it offers for iasset customers.
08:00: Why ESG should matter to the Channel and why there is still underlying confusion.
12:00: The significant commercial opportunity for I.T salespeople.
14:30: Growing pressure and demand for carbon and energy information at the board level.
17:00: Paradigm change in purchase strategy – why sales reps must adapt to this new world.
20:50: What tools does a salesperson need in 2025 and beyond to execute on this?
23:00: Operational process to obtain the required carbon data.
28:00: Case study demonstrating the commercial rewards that can be achieved.
31:00: Taking a proactive stance as an I.T reseller or MSP.
34:40: Different levels of maturity across global markets and its impact on customer demand.
39:30: Best sources of information to help learn more about ESG.
40:45: Other common use cases.
44:20: Upcoming refresh opportunities that will set the stage over the coming years.
46:30: Where to start?