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The core changes in the demands on different channel business areas are critical and challenging. In all aspects of channel business, an emerging reality that has been ushered in by the cloud and amplified by many other trends is replacing long-held business tenets. For example, changes in buyers and buyer behavior, management and process changes, and evolutions in service/technology delivery reshape how technology is acquired and used and how suppliers need to act to meet buyer requirements. We believe the NEXT channel will be: Networked, Engaged, Extended, Transformed.
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