Executive Summary


Partnering 2020: Putting the Future of the Channel in Focus — Executive Summary


The convergence of telecom and information technologies. The disruption in technology consumption and delivery. Social networking, cloud computing and big data. These are just a few of the trends transforming the information and communications technology (ICT) channel. But how and how much? These are some of the questions Channel Partners along with IT association CompTIA answer in a new research initiative, "Partnering 2020: Putting the Future of the Channel in Focus." This Executive Summary Report provides an overview of the strengths, weaknesses, opportunities and threats to the ICT channel.

Table of Contents

  • Overview
  • Introduction
  • Industry Background
  • Changing Customer and Vendor Priorities
  • The New Partner Paradigm

Takeaways for Your Business

  • The ability to survive on product margins alone will evaporate for all but the largest product resellers.
  • Nearly 40 percent of the ICT partner workforce will retire or leave the industry within the next five years
  • Partner consolidation is likely to reduce the number of horizontal technology solution providers.