The What UK Resellers Really Think study from Westcoast has discovered that most resellers see digital transformation as a chance to get closer to customers.
Partners identified cloud services and machine learning as areas where they could make money in the next few year with more than half saying they were ready to act in the area for the next two to three years.
Westcoast found that the gap between understanding the digital transformation opportunity and being in a position to deliver it was one that distribution could help bridge. Its research found that 92 percent of resellers admitted to being more demanding of their disties than they were two years ago and many looked to their supply partners for customer insights, marketing advice and forecasts.
The vast majority of resellers expressing some frustration over the distribution services provided. There were criticisms around the lack of total solutions being offered such as allegations of over pricing, product inflexibility and a lack of personal contact.
Lucy Weedon, marketing director at Westcoast, said that it would be reacting to the research and making sure that it picked up on the signals being sent by the channel.
“UK resellers have spoken – and for Westcoast, it provides a real opportunity to meet higher demands, resolve any frustrations and overcome critical challenges. From a marketing perspective we have a clear view of what our customers need and have a strategy to deliver on just that”, she said.
“It is clear that distributors need to provide more value, direction and expertise. At Westcoast we believe that we can offer our partners all they need to strengthen customer relationships, develop skills in emerging technologies and future-proof their businesses.”
