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.
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