A lot has changed in the channel-vendor ecosystem. Emerging technologies, the ubiquitous M&A scenario, and a challenging business environment has made it imperative for channel partners to move away from the quintessential SI role, and partner with CIOs to facilitate digital transformation journeys.
Indian enterprise IT channel’s most extensive survey ‘The State of the Market’ unveils that channel companies expect a challenging year as enterprises traverse the road to digital transformation.
While better margins and promising sales leads take the top spots in the wishlist, the channel partner's need for flexible credit terms and well-defined rules of engagement ranks a close second.
With mergers and acquisitions becoming increasingly common, the blurred lines in the channel strategy of new entities often foxes channel partners. Additionally, they find the India GTM hazy and are unable to move forward.
Given the proliferation of new technologies like IoT and hyper-converged infra, channel partners believe they need more upskilling and evangelism by vendors to bridge the skill gap
This one's a curveball - although CIOs invest significantly in IoT and AI, a good 40 percent of channel partners believe IoT is overhyped, followed by AI at 36 percent.