An expert industry analyst has pointed to recent tactical changes by vendors to predict a further shift towards partner-focused strategies that will make channel partners even more critical to the IT industry’s success – a view that’s been echoed by TD SYNNEX UK&I boss, David Watts.
► Recent announcements highlight the valuable role that partners will continue to play
► TD SYNNEX has more value to offer partners in key areas such as cybersecurity and the cloud
In a blog post, chief analyst at Canalys, Jay McBain, said that recent announcements, including the one by Dell Technologies that it would now place more emphasis on partner storage sales and a quadrupling of the number of partner-led accounts, while reducing direct sales activity, provided an insight into the next era of partnering within a difficult macro environment.
‘Partnering provides a force multiplier for vendors. The realisation that the $4.7 trillion technology market is 73% partner-led and over 90% partner-assisted is driving them to shift into partner-first market strategies.’
In an interview with the recently launched IT news website, IT Channel Oxygen, David Watts, senior vice president, UK&I, agreed with Jay McBain’s analysis, noting that when vendor partners are looking to divest resources, ‘our first offer to them is: “Is there something we can do to support you?”’
He also highlighted the additional value that TD SYNNEX can provide in key areas such as cybersecurity and cloud. ‘More customers are either much more actively partnering with security specialists or building that specialism themselves. We can support them with that’ he stated.
On cloud, he said that TD SYNNEX has much more to offer than a marketplace and pointing out that ‘a distributor has more of a three-dimensional offering around access to all those partnerships [with hyperscalers], and then – beyond the platform – how we support customers to get on the platform and how we understand solutions on the platform.’
You can read the Canalys blog here.
The IT Channel Oxygen article appears here.
