Global Technology Distribution Council (GTDC) Sees Partnerships as Key
At the 2012 European Vendor Summit in Barcelona, Spain, in June, GTDC CEO Tim Curran forecasted that partnerships will now be the priority for technology distributors. This assessment from the Global Technology Distribution Council builds on a number of observations. This includes the move towards cloud solutions, as well as the need for distributors to supply multi-vendor solutions and unified invoicing, with credit management and global channel reach.
Learning From the Past
There was also an intriguing review of past predictions concerning technology distributors. Curran listed the following industry pundit prophecies that never materialized:
“Web will consume distributor business” (2000), where in fact distributors turned out to be the growth engine for online sales
“ESD will devour distributor software sales” (2002), with distributors countering by providing their own licensing services online
“Convergence trends will chew up distributor opportunity” (2003), when in reality it opened up new areas of opportunities for distributors to help VARs do business
“Direct movement will rip away distributors’ market share” (2007), but in fact even industry giant Dell eventually adopted the indirect sales model
A Range of Information Sources
How will the GTDC prediction on distribution partnerships fare compared to previous pundit failures?
For its crystal ball gazing, the Global Technology Distribution Council refers to a variety of sources to support its forecasts, including the industry press, Cisco and VMware vice- and co-presidents, and the HTG Peer Groups reseller forum.
Perhaps by this time next year, the IT channel will be able to tell how accurate the Global Technology Distribution Council partnership prognosis has been.
How much do you think the future of IT distribution can be predicted? Which current development is most likely to affect your business? Do a little predicting of your own and share your vision in the COMMENTS section!
And to follow-through on the ideas introduced in this short post, be sure to download your free copy of the quick reference guide to the Top 6 Computer Distributors that Help Small Business VARs, Network Integrators, MSPs, and PC Repair Businesses Cost-Effectively Deliver High-Margin, End-to-End Solutions.
Creative Commons Image Source: flickr Tom Hilton