Unless you exist in a vacuum, you understand that the channel is forever changed. New channel models now function by the way customers buy, not the way you sell. Nearly 80% of buyers proactively seek their suppliers. Almost the same percentage of sales will be sell-through/sell-with in just a couple of years. And VARs are fast adopting the label of Solution Provider due to the rise of Services and the fall of product-centric selling.
The channel ecosystem - from partners to suppliers - is the gateway to growth. But effective channel partnership is waning. Vendors and VARs are speaking a different language. In order to sustain growth, there must be a new dialogue and a new plan for evolution. In fact, The JS Group’s research proves that companies who develop and work this new plan for partnership – with the right strategy and talent in place – generate 47% better than average growth rates. |
