Talking Channel (ESG 360 Video Series)

Peters_Rhone_360"The channel" remains a crucial connection between the vendor and user communities, but like everything else in IT, it has evolved. In this discussion, part of ESG's 360 Video Series, Kevin Rhone considers some of the key changes for channel partners in recent years. These organizations have a tremendous influence over much of what is sold to, and used by, IT organizations. With a direct, vendor-owned sales force being such an expensive option, it is typically reserved for only the largest customers and/or the big-ticket items. Everything else normally flows through the channel ecosystem, which has gradually shifted from being essentially a product fulfillment operation to provide far more of an advisory status. Kevin delves into why this change is underway, and addresses whom it is good for.     

IT has probably never been more complex and demanding than today: even as approaches such as convergence, myriad clouds, containers, and software-definition (etc.) seek to make operations simpler, so to a degree such elements can also obfuscate some of the underlying subtleties and opportunities of the foundational components. After all, while it’s great to focus on purchasing - for instance - application service levels or business outcomes, some understanding of the IT elements (and considerations or choices) that contribute to those is also often useful. That is the purpose of this video discussion series: it offers ESG’s subject matter experts discussing some of the key trends, drivers, and considerations across various IT areas. We aim to do it succinctly and to deliver it in engaging, plain English - while also tying each technology area back to its eventual potential to positively impact both IT and business results. 

We hope you find this video discussion useful. We will expand - and update - the series regularly.

Please feel free to reach out to Kevin Rhone or me, Mark Peters, to discuss any of these topics in more depth.

Topics: Channel