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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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Inbound Digital is Fast Becoming the New Sales Channel Outbound for B2B Sales

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Inbound Digital is Fast Becoming the New Sales Channel Outbound for B2B Sales

by Braham Shnider

We as individuals are increasingly using B2C digital sales channels over traditional consumer channels. Through advanced analytics, B2C digital sales channels know what and who we like and don’t, who we are influenced by, what we want to buy, how price sensitive we are etc.

As B2B customers, many of us also want this hyper-personalized customer experience in the B2B buying process. According to Forrester, "73% of B2B buyers prefer buying from the web, or self-service functionality from the vendor." As a consequence…

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