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As the channel changes, how can distributors create market opportunity?

Hafizah Osman | June 14, 2016
Westcon-Comstor Asia-Pacific executive vice-president, Wendy O’Keeffe, assesses the distribution landscape.

2016 will also see distributors becoming more sophisticated with their Cloud platforms, and that is important in being a capability-based distributor versus just offering products, software and services distribution.

What sort of new markets can distribution move into?

The Internet of Things is a new and different route to market. It is a big opportunity and many businesses are already having conversations about this.

So from a market perspective, it's going to drive a lot of different go-to-markets for not only vendors but also resellers. It's a completely different channel. Also, in terms of verticals, disties will have a bit more specialisation in specific fields.

Distributors will start to align well within verticals such as government, education, or medical. This will be a trend from a distribution perspective in the coming years.

Going forward, we see three key areas for distributors to focus on, centred around having relevant channels, logistics as a core element as well as financing for the channel.

Source: ARN 


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