Is an IT tsunami about to strike? Many C-suite executives and senior management think so. And based on in-depth discussions with leading vendors and distributors, the consensus opinion about current IT industry trends is dramatic: “Unprecedented with tumultuous consequences.”

So what does this mean for channel businesses? The newest report in the GTDC Research Center identifies 11 key trends that are likely to have a substantial impact through 2022. Ranging from operational to strategic to developmental, many of these trends are already impacting the business environment, while others are certain to have an impact in the next three to five years.

Simply put, these trends are driving change and forcing companies to adapt their models and processes.

To get a bead on the latest developments and anticipated sea changes, the GTDC enlisted rootsquared to independently dig into the details. The firm, which specializes in strategy, offer development and channel relationships, captures deep insights and at-a-glance content to help you grow in the digital era.

Download a complimentary copy of the rootsquared GTDC report and get takeaways and interpretations that have emerged from extensive research.

Successful distributors and vendors will adapt business models to rapidly evolving IT environments.

The new Distribution Landscape and Disruption report includes several fundamental findings from multiple channel perspectives, including economic and commercial models. Discover how:
• Vendors see a distinct advantage through distribution over direct / legacy models
• Distributors’ share of the vendors’ business will continue to increase
• Performance will increasingly differentiate partnerships more than cost factors
• New value-added services and investments are redefining the distribution industry

In terms of how value propositions are changing and morphing…
• Distribution must maintain speed and flexibility as key differentiators
• Advanced services are becoming more important than functional outsourcing
• Consumption-based models are essential – and already exist or are coming to fruition

What does the future landscape look like?

Among many insightful findings in the new report, one certainly stands out: data, devices and platforms will remain centrally important. Furthermore, platform adoption will shape future channel strategy and structure.

Investment in billing capability and platforms are fundamental, and attitudes on how to consume services will play a significant role with millennials. Data analytics will be imperative in the value exchange between vendors and distributors, who continue to hold the key to integration — particularly for SMB market sectors. Last but not least: IoT will be the next big thing ahead of A.I.


What you’ll learn.

• Tangible economic and commercial benefits of two-tier versus one-tier legacy distribution models
• How to develop the distributor partnership over the next five years
• Revealing, detailed findings and takeaways based on current and near-term IT trends

About the report.

A comprehensive series of interrelated research initiatives were conducted over a six-month period to develop this report. The undertaking was led by rootsquared, a global firm specializing in channel analysis and strategy development.

More than 30 top channel executives also completed a 25-question online survey. These activities were further supplemented by in-depth interviews with leaders from distributors and vendors across all market categories.

In addition to interviewing numerous senior management from both distribution and vendor perspectives, rootsquared conducted “Value Mapping” workshops involving six distributors and eight vendor companies. The workshops leveraged a proven assessment model developed at Cambridge University.