A prophecy from the Global Technology Distribution Council (GTDC) has emerged from its laurel scented cave at a time when people had wondered about disties’ future.
GTDC CEO Tim Curran said that it is a critical juncture in the industry’s history where distributors are at the center of increasingly widespread adoption of indirect business.
“All of the report findings essentially confirm the fast-evolving value that distributors continue to deliver – well beyond point-to-point products and services that essentially defined the industry’s earlier years”, he added.
“Comprehensive multivendor solutions are now undeniably imperative. Vendor partners ‘get this’ and are finding dynamic new ways to work with distributors in addressing increasingly complex channel and end-customer requirements. We expect 2018 to be a pivotal year”, said Curran.
The latest research from the industry lobby groupfound that more than 70 percent of vendors expected double-digit growth through distribution. That compares to 55 percent of vendors making the same statement last year.
The top areas of focus will be cloud, security, IoT and data centres. Vendors are also expecting cloud-related services to perform strongly.
As well as selling technology the other aspect of distribution that vendor’s rely on is channel recruitment and there are hopes from many that their partners uncover some new types of solution providers.
The GTDC research places distribution in a critical place with a view of multivendor offerings that cannot be matched, giving that tier of the channel the chance to develop solutions that direct rivals could never deliver.