CRN Channel Debate attracts top industry commentators

Yirrell: More channel players than ever are participating in Channel Debate

Three months in and more channel players than ever are visiting our dedicated microsite to leave their views on our latest debate topic.

The aim of the debate is to provide a six-month, multi-platform discussion designed to address the business concerns that matter most to the UK technology channel.

The campaign began with the launch of the Channel Debate web site, and will conclude with the CRN Channel Conference in October.

All the information gathered during the five-month debate will be amalgamated into a presentation at the face-to-face event.

Our third question is: Do vendors, distributors and resellers share the same goals? How can they better work together?

Once again we are combining video answers, topical news stories and reader comments on the debate topic, along with a poll.

So far we have had video answers from Computer 2000’s product marketing director Alice Smitheman and Google’s head of enterprise partners Peter Lorant. Plenty more are in the pipeline.

Results of the poll entitled ‘Do vendors, distributors and resellers share the same goals?’ are also interesting, with 69 per cent of responses saying they do to some extent, but not entirely.

A more moderate 23 per cent felt that each one needs the other to ensure success and, interestingly, eight per cent felt that each group had a different motive.

This debate question has had the highest response so far in terms of reader comments.

Andy Gass, managing director of C2000, said: “Agendas have not been aligned enough, but the pressure to align is imperative. Many vendors have reacted well in changing their programmes and making them more predictable. We need to become even more aligned.”

Scott Grimsby, co-director of Links Business Solutions, said: “Resellers may be looking at solutions and distribution is often looking at pushing out boxes. But I don’t think it’s a conflict of interest - it just needs to align physically and that’s the reseller’s job, to align their boxes. There perhaps needs to be more face-to-face contact.”

Nick Preston, sales director at CCI Distribution, said: “Successful channel relationships are forged on recognising the weaknesses, strengths, aims and ambitions of your partners. Everyone wants to be profitable ­ so in that sense they have the same goal ­ but beyond this, you could be faced with any number of different scenarios.”

Sara Yirrell is editor at CRN sara.yirrell@incisivemedia.com