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2112 Channel Chief Outlook: 2018


In its inaugural Channel Chief Outlook – the vendor edition of our Channel Forecast report – The 2112 Group shares insights from global channel chiefs on the current and future state of the indirect go-to-market model.


With companies of all sizes taking on new technologies and embracing the cloud, the future looks bright for the channel. Vendor channel chiefs expect resellers, systems integrators, MSPs, and other indirect-sales players to play a pivotal role in their growth strategies over the next 12 months.


Of course, channel chiefs face a number of obstacles – among them, partners’ continued reluctance to transform their business models. In addition, they believe partners rely too heavily on vendors to help them achieve profitability.


Despite those hurdles, however, channel chiefs are making plans for and with their partners. They’re investing in partner training, expanding their partner ecosystems, and enhancing sales incentives. As our report data shows, channel chiefs see huge potential in partners, and they’re willing to spend money to nurture that potential to its fullest.


In our full report, you’ll find specific data on:


  • Channel challenges
  • Partner value to vendors
  • Channel growth investments
  • Partner recruitment and revenue drivers
  • Channel chiefs’ wish list