Report

The Future Of Distribution

Use Platforms Of Distribution To Bring New Outcomes To New Buyers

February 23rd, 2021
With contributors:
Caroline Robertson, Caleb Ewald, Allen Bonde, Jennifer Zhang, Madison Bakalar

Summary

Traditional distribution faces obsolescence as buyers seek closer relationships with vendors. Distributors evolved over decades to buy time — adding value via fulfillment, credit facilities, marketing, sales, and domain expertise. IT distributors face immediate threat from cloud adoption because the form factor and time-to-value are radically different than on-premises — and more appealing to businesses going digital. This report for digital leaders explores the future of distribution and how distributors must become platform businesses or be replaced.

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