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The Channel in 2020: Some Value-Added Services Won’t Survive “Uber-ization”

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The Channel in 2020: Some Value-Added Services Won’t Survive “Uber-ization”

by Braham Shnider

In Part One of this post, I will answer the question, “What won’t be a channel value-added service in 2020? And why?” In Part Two, I will deal with the question of which new channel value-added services will exist in 2020.

Part One.

It’s my belief a significant portion of what we commonly refer to today as “technical services” will move from being procured as project-based to market-based. Many technical services will soon be “uber-ized.”

We have many examples of professional services digital marketplaces today which are growing at very fast rates such as Toptal and Expert360. Workmarket has 300,000 Techies today providing services through their digital marketplace to both the channel and to end users.

Consider the black town car or limo market where Uber began. This was an industry where there was a highly inefficient system of matching buyers (many of us) and sellers (individual owner-drivers). It was so inefficient it created an oversupply of town-car or limo cars which meant many drivers spent too much of their time idle, not earning income. As we all know, Uber came along and provided a simple digital experience, matching buyers and sellers far more efficiently.

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What Value Added Services will the Channel be Selling in 2020?

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What Value Added Services will the Channel be Selling in 2020?

by Braham Shnider

In Part One of this blog, I answered the question, “What won’t be a channel value-added service in 2020? And why?” Today in Part Two, I will deal with the question of “What will be a channel value-added service in 2020?”

Part Two.

Many may have interpreted my last blog on the future of channel-delivered value-added services as dire, nothing could be further from the truth. 

The demand for value-added services delivered by channel partners will increase but it will be the types of services that will change dramatically over Read more...

Tech Data Presents Brand Refresh

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Tech Data Presents Brand Refresh

Tech Data follows on the €2.45bn acquisition of the Avnet Technology Solutions business with a rebranding effort-- one establishing a single brand across all markets throughout the world.

The rebrand does not involve a logo change, but the company colour palette and graphic devices are updates to "incorporate both [the company's] foundation and new dimensions."

"As we evolve our business in anticipation of what's next, the Tech Data brand has evolved as well. Today we are proud to introduce the new Tech Data and the next chapter in the history of our company," CEO Bob Dutkowsky says. "Our new global brand is centered on the proven strength of the Tech Data name and provides a unified promise of integrity, expertise and excellence."

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The Channel's Leadership is Bifurcating

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The Channel's Leadership is Bifurcating

by Braham Shnider

It has been much discussed that traditional channels leadership is ageing whilst as the same time we have many channel start-ups being led by young entrepreneurial leaders. I believe in combination with many of the disruptive technologies we are at an Inflexion point which needs action now!

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Why Do Most IT Service Contracts... Fail?

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Why Do Most IT Service Contracts... Fail?

IT service contracts might bet worth around $900 billion according to Gartner, but contracts behind them are tricky to get right-- and McKinsey & Company shows what goes wrong, and what can one do to win from such relationships.

The analyst examined around 200 live contracts from over 50 companies over the past 3 years. The research shows 60% of contracts lacked well-defined, shared business objectives, leading to an unclear definition of quality of service to both purchasers and providers, as well as limited tracking and control on business and financial targets.

In addition, 90% of contracts had commercial terms and conditions with a "heavy" focus on short-term benefits, with few incentives for joint innovation and limited evidence of such initiatives.

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