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2112 Channel Chief Outlook: The 2020 Report


The 2112 Group shares the latest insights from vendors on the current and future state of the channel, outlining trends, challenges, opportunities, expectations, and best practices.


The channel community continues to face challenges – this year in the form of political turmoil and growing budget deficits – but not enough to dampen its optimism. Most channel chiefs and senior channel executives report robust partner performance and have high expectations that those partners will continue to make healthy contributions to vendor goals and bottom lines.


Fueled by their desire to further leverage the indirect-sales channel as a growth driver, technology vendors are still pressing partners toward transformation, encouraging them to adopt recurring-revenue models and ratchet up their technology skills. At the same time, though, vendors have also circled back to the traditional reseller paradigm as a way to get their service-led offerings to end users.


Our full report features detailed data on:


  • Channel challenges and opportunities
  • Partner evaluation strategies
  • Vendor investments in partner program growth
  • Partner recruitment trends and goals