CPI Explainer: How should the channel respond to the rise of vendor marketplaces?

Nima Green
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CPI Explainer: How should the channel respond to the rise of vendor marketplaces?

Perceived as a threat by some, and a 'profound' change by others, CPI speaks to the principal vendors and channel partners to ask how they should respond

Analysts seem clear that a significant shift in the channel will be wrought by the rise of vendor marketplaces. Forrester predicts that in the US alone, 17 per cent of B2B IT spend will be through marketplaces by 2023. The revenues generated in this way in the US recently surpassed the $1tn mark. So what's the partner view? What's the key advice on standing out to end users, and should distributors view them as a threat? CPI finds out how partners should best navigate multi-vendor incursions...

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