Save or Share this Report

For B2B Marketing Professionals

Tech Distribution Changes In A Cloudy Industry

Channel Marketers That Understand The Changes Will Develop Best Practices

February 10, 2011

Primary author headshot


  • By Peter O'Neill
  • with Peter Burris,
  • Tim Harmon,
  • Nikki Babatola,
  • Sophia I. Vargas

Why Read This Report

Our recent channel survey included 19 firms that indicated their "primary function" was technology distribution. Like other channel partners, distributors are realizing that their business models will need to change radically as a result of the trends toward cloud computing. Visionary distributors are already beginning to react and offering a range of new services; but these services are being offered to their resellers instead of to the vendors whose products they distribute. There will be an inevitable shakeout of the distributor community as the overall need for distribution of physical products is reduced because geographic hierarchies become less important, technology brands consolidate anyway, and cloud computing takes its impact.

Get Access

Already a Client?

Log in to read this document.

Become a Forrester Client

Customers are the new market-makers, reshaping industries and changing how businesses compete and win. Success depends on how well and how fast you respond. Forrester Research gives you insights and frameworks aligned to your role to shorten the time between a great idea and a great outcome, helping your teams win in the age of the customer. Contact us to learn more.

Purchase Report

This report is available for individual purchase ($499 USD).


Recommended Research