The GTDC – whose associates cover Tech Data, Ingram, Avnet, Arrow, Westcon, Exclusive Networks and Scansource, claim that distributors will be dependant on the channel to bring cloud solutions to market and wrap services around cloud offerings.
“The emergence of cloud has transformed distribution along with the IT industry. Increasingly, vendors are relying on the channel to bring cloud solutions to market and that won’t change in 2017,” the report said.
Already Microsoft has indicated that it will use the channel more in 2017 to give it more opportunity as to expand its public cloud assets.
The role distribution will play in the cloud has often been questioned, with some in the industry warning distributors need to evolve or risk becoming irrelevant.
In the GTDC report Wayne Peters, senior director of Arrow Capital Solutions at Arrow highlighted financing as an important role that distributors will play in 2017.
“Cloud financing is becoming a critical component of selling cloud. In many cases, it takes what has traditionally been called non-traditional financing, but soon will become traditional financing as more solution providers get used to selling cloud and customer demand accelerates.
“We are also seeing a shift in the market with respect to the cloud ecosystem requirements and our partners selling and finance cloud.
“Some of the things we do around recurring revenue and bringing new partners into the ecosystem helps our base become broader and makes cloud easier for partners to sell,” the report said.