Trends Report

The Future Of Distribution

Use Platforms Of Distribution To Bring New Outcomes To New Buyers

February 23rd, 2021
Joe Cicman, Principal Analyst
Joe Cicman Principal Analyst
Jay McBain, null
Jay McBain
With contributors:
Allen Bonde , Caroline Robertson , Caleb Ewald , 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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