5 prognoz dla kanału sprzedaży
Partnerzy i ich biznes będą zmieniać się w tym roku. Kto się nie dostosuje, może wypaść z gry.

Analitycy IDC dla brytyjskiego CRN-a wskazali istotne zjawiska, jakie ich zdaniem zajdą w tym roku w kanale sprzedaży i będą miały znaczący wpływ na biznes integratorów i resellerów. Przewidywane zmiany są związane przede wszystkim z cyfrową transformacją i nowymi trendami na rynku, jak Internet rzeczy i sztuczna inteligencja.
1. Partnerzy będą uważniej wybierać producentów
Po dużych zmianach wśród producentów, jak połączenie Della z EMC i podział HP, integratorzy i resellerzy będą ostrożniej wybierać vendorów, z którymi współpracują. Zaczną częściej rozglądać się za takimi, którzy oferują przełomowe rozwiązania cieszące się dużym zainteresowaniem. Nie znaczy to jednak, że integratorzy i resellerzy porzucą dotychczasowe sojusze, goniąc za każdą nowością. Będą jednak preferować producentów, którzy potrafią się zmieniać.
2. Cyfrowa transformacja w programach partnerskich
Trend cyfrowej transformacji jest nie do zatrzymania, ale nie wszyscy partnerzy korzystają z niego w jednakowym stopniu. Zwłaszcza firmy nastawione na usługi widzą korzyści i wielkie możliwości związane z tym zjawiskiem. Z kolei dostawcy sprzętu i technologii usiłują znaleźć swoje miejsce cyfrowej transformacji. Zdaniem analityka IDC w tym roku cyfrowa transformacja zostanie włączona do programów partnerskich.
3. Internet rzeczy i sztuczna inteligencja wyjdą z niszy
Analityk IDC spodziewa się, że w tym roku producenci wprowadzą wyspecjalizowane programy partnerskie w zakresie Internetu rzeczy oraz sztucznej inteligencji. Zwiększy się liczba integratorów działających na rynku IoT. Z kolei w obszarze sztucznej inteligencji (AI) dla partnerów rusza wyścig o dominację. W ostatnich 18 miesiącach według analityków wielu vendorów weszło w AI. Tak jak w przypadku wszystkich nowych, rosnących trendów, partnerzy, którzy pierwsi wejdą w ten biznes, mają szansę uzyskać znaczącą pozycję na rynku. Analogiczne zjawisko obserwowano wcześniej w przypadku chmury oraz cyfrowej transformacji.
4. Partnerzy skoncentrują się na rynkach wertykalnych
Do 2018 r. co najmniej 20 proc. partnerów przebuduje swój biznes, koncentrując się na tworzeniu struktur sprzedażowych oraz rozwiązań skupionych na konkretnych branżach – przewiduje IDC. Według obserwacji analityków takie zjawisko staje się powszechne. Zwłaszcza duzi integratorzy zmieniają się w tym kierunku. Powstają nowe ekosystemy wokół przeznaczonych dla konkretnych rynków wertykalnych platform chmurowych. Z drugiej strony producenci dążą do tego, aby współpracujący z nimi integratorzy wyspecjalizowali się branżowo, wprowadzając odpowiednie zachęty w programach partnerskich.
5. Wielu partnerów wyjdzie z biznesu
Mimo trendu cyfrowej transformacji i chmury jest wielu partnerów, którzy nie wchodzą w innowacje. To firmy zajmujące się od lat przede wszystkim odsprzedażą. „Kiedy widzą, jakich inwestycji potrzebują i jak muszą się zmienić, myślą: nie wchodzimy w to, robimy dalej to co zwykle, tak długo jak się da, a w końcu poszukamy wyjścia” – mówi jeden z analityków. Zaznacza, że takich firm jest sporo.
Źródło: channelweb.co.uk
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