Have you ever been stuck in quicksand? Had the anxiety that you were sinking, and the world was closing in? Well, executives at resellers and other channel organizations in the high-tech world are having these feelings as the IT consumption model is changing, non-traditional IT buyers (in line-of-business) are purchasing solutions, and IT vendors are rapidly developing solutions that don’t fit into the traditional model of a one-time transaction with annual maintenance contracts. But despite these winds of change, ESG research shows that only 1 in 5 channel partners are evolving.
So what is holding channel partners back from reaching out, grabbing that branch, and pulling themselves out of the quicksand? ESG’s latest research (ESG Research, 2013 Channel Transformation Survey, November 2013) shows that channel partners are not evolving their businesses more rapidly because: