Slideshow

Educating from the epicentre - Why distributors are the pulse checkers of the channel

​As the channel changes and industry voices deepen, the need for clarity and insight heightens. Market misconceptions talk of an “under pressure” distribution space, with competitors in that fateful “race for relevance” across New Zealand. Amidst the cliched assumptions however, distribution is once again showing its strength, as a force to be listened to, rather than questioned. Traditionally, the role was born out of a need for vendors and resellers to find one another, acting as a bridge between the testing lab and the marketplace. Yet despite new technologies and business approaches shaking the channel to its very core, distributors remain tied to the epicentre - providing the voice of reason amidst a seismic industry shift. In looking across both sides of the vendor and partner fences, the middle concept of the three-tier chain remains centrally placed to understand the metrics of two differing worlds, as the continual pulse checkers of the local channel. This exclusive Reseller News Roundtable, in association with Dicker Data and rhipe, examined the pivotal role of distribution in understanding the health of the channel, educating from the epicentre as the market transforms at a rapid rate.

  • Stuart Speers (Enterprise IT); Stuart Alexander (Origin IT); Colin Williams (Lucidity); Pablo Garcia-Curtis (SoftSource); Greg Sharp (Base-2); James Henderson (Reseller News); Kyle Taege (Dicker Data); Kelly Raines (Acquire); Mike Clancy (OSS); Mark Roas (Datacom); Phil Johnson (CommArc) and George De Bono (rhipe)

  • Pablo Garcia-Curtis (SoftSource); James Henderson (Reseller News) and George De Bono (rhipe)

  • Kelly Raines (Acquire) and Kyle Taege (Dicker Data)

  • Phil Johnson (CommArc) and Cherry Yumul (Reseller News)

  • Stuart Speers (Enterprise IT) and Mark Roas (Datacom)

  • Stuart Alexander (Origin IT); Colin Williams (Lucidity); Greg Sharp (Base-2) and James Henderson (Reseller News)

  • Stuart Speers (Enterprise IT) and Mark Roas (Datacom)

  • Stuart Alexander (Origin IT); Colin Williams (Lucidity) and Greg Sharp (Base-2)

  • Stuart Alexander (Origin IT) and Greg Sharp (Base-2)

  • Mark Roas (Datacom) and Pablo Garcia-Curtis (SoftSource)

  • Kelly Raines (Acquire) and Mark Roas (Datacom)

  • Kelly Raines (Acquire) and Mark Roas (Datacom)

  • Kyle Taege (Dicker Data)

  • Stuart Alexander (Origin IT); Greg Sharp (Base-2); Colin Williams (Lucidity) and Kyle Taege (Dicker Data)

  • James Henderson (Reseller News); Stuart Alexander (Origin IT) and Greg Sharp (Base-2)

  • Colin Williams (Lucidity) and Greg Sharp (Base-2)

  • Kyle Taege (Dicker Data)

  • Stuart Alexander (Origin IT) and Greg Sharp (Base-2)

  • Mark Roas (Datacom) and Pablo Garcia-Curtis (SoftSource)

  • Pablo Garcia-Curtis (SoftSource) and Phil Johnson (CommArc)

  • Stuart Alexander (Origin IT); Greg Sharp (Base-2); Colin Williams (Lucidity) and Kyle Taege (Dicker Data)

  • Phil Johnson (CommArc)

  • George De Bono (rhipe)

  • Phil Johnson (CommArc) and George De Bono (rhipe)

  • Mike Clancy (OSS) and James Henderson (Reseller News)

  • James Henderson (Reseller News) and Stuart Alexander (Origin IT)

  • Kelly Raines (Acquire) and Mark Roas (Datacom)

  • Greg Sharp (Base-2) and Colin Williams (Lucidity)

  • Greg Sharp (Base-2)

  • Pablo Garcia-Curtis (SoftSource)

  • James Henderson (Reseller News) and Stuart Alexander (Origin IT)

  • Colin Williams (Lucidity) and Kyle Taege (Dicker Data)

  • George De Bono (rhipe)

  • Stuart Speers (Enterprise IT)

  • Mike Clancy (OSS)

  • Stuart Alexander (Origin IT)

  • Mark Roas (Datacom) and Pablo Garcia-Curtis (SoftSource)

  • Mark Roas (Datacom); Pablo Garcia-Curtis (SoftSource) and Phil Johnson (CommArc)

  • James Henderson (Reseller News); Stuart Alexander (Origin IT) and Greg Sharp (Base-2)

  • Mike Clancy (OSS); James Henderson (Reseller News) and Stuart Alexander (Origin IT)

  • Stuart Speers (Enterprise IT)

  • Mark Roas (Datacom) and Pablo Garcia-Curtis (SoftSource)

  • George De Bono (rhipe) and Stuart Speers (Enterprise IT)

  • Stuart Speers (Enterprise IT); Mike Clancy (OSS); James Henderson (Reseller News) and Stuart Alexander (Origin IT)

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