Noordwijk: dystrybutorzy na „łowach”
W holenderskim Noordwijk trwa jedno z najciekawszych wydarzeń w europejskiej dystrybucji – GTDC Summit EMEA. To okazja dla dystrybutorów z regionu EMEA do nawiązania bądź podtrzymania relacji z producentami z całego świata.

Do nadmorskiego kurortu, położonego na urokliwym wybrzeżu Morza Północnego, na zaproszenie organizacji Global Technology Distribution Council, przyjechała ponad setka producentów i dystrybutorów. Głównym celem wydarzenia są relacje handlowe, ale także próba szerszego spojrzenia na sytuację w europejskiej dystrybucji. Stąd obecność analityków z takich firm, jak GfK, Context czy Canalys.
Wśród producentów można wymienić zarówno czołowe, znane marki, jak Acronis, Cisco, Eaton, Etreme Networks, HPE, Huawei, Lenovo, IBM, ale również szereg mniej znanych w Polsce dostawców, m.in.: Splunk (dostawca systemów analitycznych), Binatone Communications (systemy nadzoru dla użytkowników domowych), Napatech (rozwiązania sieciowe), StarTech.com (stacje dokujące, przejściówki). Spośród dystrybutorów nie zabrakło oczywiście Arrow ECS, Ingram Micro czy Tech Daty, zaś z polskich graczy można wymienić AB i Veracomp. W Noordwijk pojawił się też Jacek Murawski, który pełni rolę wiceprezesa odpowiedzialnego w Ingram Micro za współpracę i relacje z producentami w regionie EMEA.
Dystrybutorzy uczestniczący w GTDC Summit EMEA, poproszeni o wskazanie najtrudniejszego wyzwania, z jakim musieli się zmierzyć w dotychczasowej karierze, wskazali transformację modelu biznesowego ze sprzedaży sprzętu do sprzedaży usług. W tym kontekście Tim Curran, CEO GTDC, podkreślał, że tradycyjna rola dystrybutorów się zmienia. Wprawdzie przysłowiowe „przepychanie pudełek” wciąż jest niezwykle istotne, ale dystrybutorzy stają się solution providerami, bez których ani producenci ani resellerzy nie mieliby możliwości skutecznego prowadzenia biznesu.
Potwierdzają to wyniki badania przeprowadzonego wśród 50 czołowych producentów w Europie i USA, które opublikowano w raporcie „2018 Tech Distribution Outlook”. Wynika z niego, że 64 proc. vendorów oczekuje znaczącego wzrostu sprzedaży za pośrednictwem dystrybutorów, a jedynie 2 proc. spodziewa się zwiększenia przychodów w efekcie działań w modelu direct sales. Z danych GDTC wynika ponadto, że w ciągu minionych 2 lat w kanale dystrybucyjnym w regionie EMEA pojawiło się aż 600 nowych producentów.
Pełna relacja z wydarzenia pojawi się w lipcowym numerze CRN Polska.
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GTDC Summit EMEA: słońce zza chmur
Na tegoroczny zjazd Global Technology Distribution Council po raz pierwszy zostali zaproszeni najwięksi światowi dostawcy chmury. To jeden z przejawów rosnącej złożoności kanału sprzedaży IT.
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Dystrybucja: rentowność, głupcze!
Przez długie lata w polskim kanale sprzedaży IT panował kult wzrostu przychodów za wszelką cenę – w pełnym tego słowa znaczeniu. Skutkowało to wieloma błędnymi decyzjami oraz zachęcało do niemal patologicznych sposobów działania. Jednak w ubiegłym roku pojawiły się pierwsze symptomy, które dają nadzieję na zmianę tego stanu rzeczy.