You probably saw my last blog, channel-partner-transformers-the-age-of-extinction/index.html" target="_blank">Channel Partner Transformers: The Age of Extinction, about the drivers channel partners need to evolve their businesses. Well anything that impacts them will impact the community of value-added distributors, as well. In our latest research, Channel Partner Transformation: Selling Cloud Services, we specifically asked channel partners, “How can value-added distributors better assist or augment your organization’s current capabilities as it builds out its Cloud Services portfolio?”
In these transforming times, there is a role for value-added distributors(VADs), from providing support and services to education and training for their partners to evolve and be more productive. Some VADs are taking this opportunity to transform “head on.” Look at what John Austin is doing over at ArrowSphere. By aggregating cloud services, he has built a catalogue of services to make it easy for his partners to sell. And Tim FitzGerald, at Avnet, has built a suite of pre-packaged cloud solutions with training and support for the Avnet partner community. It is great to see that “extinction” is not an option for some distributors.