While innovation is integral to the growth strategy of most global companies, most executives are dissatisfied with their performance in that area – but this could provide new opportunities for vendors.
This is according to a new report from The Global Technology Distribution Council, which laid out the challenges and opportunities of bringing emerging technologies to market.
Scaling New Solutions
The new report — through conversations with various channel professionals — shows industry insiders believe vendors must learn to introduce and scale new solutions quickly and effectively in order to be successful.
The GTDC Distribution Innovation Report explores the most cost-effective approach for scaling new and advanced solutions. Those innovation capabilities include:
- Augmenting and driving sales activities
- Filling talent gaps
- Evaluating "channel fit" for prospective vendors
- Reducing complexities across operations
- Providing key market insight
- Creating multi-vendor all-in-one solutions
- Handling billing/collections
- Identifying complementary solutions and vendor partners
- Leveraging relationship networks
- Providing education and training
- Participating in solutions labs and demonstrations
- Limiting currency fluctuation risks
Frank Vitagliano, CEO, GTDC, commented on the findings:
"Innovation is a business driver and a differentiator within the information technology industry, creating beneficial new solutions that address increasingly complex problems. Unfortunately, many developers and manufacturers of these emerging technologies have too few resources to effectively accelerate go-to-market activities and scale sales before the competition catches up. A two-tiered channel model gives those companies an edge, speeding sales and market adoption by levering the combined capabilities of distributors and solution providers."