Channelnomics looks back at partners’ pandemic adjustment and recovery efforts – and ahead to another year wrought with equally intimidating challenges.
Over the past two years, the channel absorbed the worst of the pandemic’s disruption, adjusting sales and service practices to support a rapid wholesale shift to remote work and e-commerce. That shift, however, was more survival mode than strategy.
Now, the world’s moving past the pandemic but entering an equally challenging environment – one defined by supply-chain shortages, inflation-fueled economic stagnation, and heightened geopolitical turmoil. While the channel remains in decent health, partners face a number of obstacles they need to clear quickly if they’re to survive and thrive under these difficult conditions.
Their businesses are weighted too heavily toward transactional product sales; they’re short-arming reinvestments in capabilities and capacities; their customer retention records are less-than-stellar; and they need to elevate their service-driven recurring-revenue growth goals. According to the research, solution providers recognize the value and promise of IT solutions conducive to service-centric practices, just as they acknowledge the necessity of driving down customer attrition and ratcheting up investments in their businesses. Those who act sure-footedly in these areas stand to enjoy the greatest success.
In the 2022 Channel Forecast report, Channelnomics continues to highlight opportunities and obstacles for partners, and to give them a clear roadmap for success in the channel.
Check out the latest Channel Forecast report for insights on:
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