Inexorably, the market is shifting from one defined by discrete purchase-and-deploy deals aligned with refresh cycles to one where businesses take a ‘hybrid IT’ approach that blends a limited number of on-premise assets with a growing range of on-demand services. Recent work by Techaisle shows that the need for updated understandings of channel management imperatives has expanded beyond the tactical questions of sales or management metrics or marketing activities. This work has identified twelve fundamental areas where conventional wisdom has not kept pace with the business needs of the channel. In each area, policies based on conventional wisdom will lead channel organizations away from the practices needed to compete successfully in the post-transactional cloud market.
The channel transformation accelerator enablers, as laid out in the point-of-view white paper document (free), Channel Imperatives for 2020: The Changing Channel for a Post-transactional IT Market will be gut-wrenching but necessary. [Click on the image below to download the white paper or click on the link]. Within the white paper, Techaisle has developed the “Conventional Wisdom vs. Emerging Imperatives” table to illustrate ways that channel organizations must alter basic attitudes towards the business of the channel in order to be successful in the current and future IT market.