Learn what 85 large and small channel partners have to say
Welcome to the 2nd Edition of Channel Speak!
Insight into evolving customer demands, key channel engagement parameters, forecasted top technology solution sales area are some key aspects that every vendor or distributor would like to gain to enable better penetration into their desired markets.
These insights help them with not just building a positive engagement with their channel ecosystem but also help them strategize the best way to formulate or enhance their Go-to-Market (GTM) or Route-to-Market (RTM) strategies.
Though a plethora of surveys and reports are available around the MENA technology landscape, none of them capture the channel sentiments that would help any vendor or distributor develop a positive & successful eco-system engagement.
With a 63% jump in the number of respondents (compared to its inaugural edition last year), the 2nd edition of Channel Speak, the region’s 1st vendor and technology agnostic channel eco-system survey, captured responses from 85 large and medium sized channel partners.
The 2019 Channel Speak report provides deep insight into the various challenges faced by the channel eco-systems such as how approx. 61% and 53% of the respondents respectively stated that customers are asking for longer payment terms and reduction in advance payments indicating a buyer’s market syndrome, or how close to 32% of the eco-system cited lack of support from their distributors and vendors, reflecting a clear disconnect within the eco-system. It further provides insight into not just the technology solution/s which were sold the most in 2019, against their forecast from last year’s report (Switching, etc.: 40%; Professional & Managed Services: 30.59% and Structured Cabling, UPS, etc.: 23.53%) but also provides their technology solution sales forecast for 2020.
It is essential for distributors and vendors, to understand the challenges and sentiments of the channel eco-system, in order to enable a stronger base and build programs and support mechanisms to help the eco-system achieve their common objectives of better revenue, profitablity and enhanced customer engagement.