Rein­vent­ing dis­tri­bu­tion


The rapid trans­for­ma­tion of the IT ecosys­tem and emer­gence of new busi­ness mod­els are chang­ing the rev­enue mod­els in a big way. Con­cepts such as any­thing-as-a-ser­vice, BYOD and a shrink­ing PC mar­ket are chang­ing the role of dis­trib­u­tors in the IT value chain.

Dis­trib­u­tors have re­al­ized that they would have to evolve and trans­form into a so­lu­tions role rather than stick to the older norms of main­tain­ing in­ven­tory and credit. They will need to fo­cus more on train­ing and en­abling part­ners to make the trans­for­ma­tion that re­quired. Ra­man Srinivasan Chen­nai

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