CRN Channel Debate

Fowle was just one leading channel exec who has so far contributed to our Channel Debate

CRN’s Channel Debate is gathering steam, with more industry players looking to get their opinions across.

The aim of the debate is to provide a six-month, multi-platform discussion designed to address the business concerns that matter to us all in the UK technology channel. This will culminate in a face-to-face event in October, where the results will be amalgamated into a presentation.

Our second question is: How do you see the structure of the channel
changing in the future? Is it doomed in its current form?

The success of The Debate depends on you, our readers to provide input. We need as many people as possible to comment.

Everyone is welcome to comment, whether you are a vendor, reseller or
distributor, or even an end user customer. We just need you to leave your name, job title and company name.

No email details will be revealed online.

To leave your views, scroll down to the end of the lead story: entitled Winds of Change in the Channel, and enter your thoughts in the box.

We are combining a mixture of video answers, topical news stories and reader comments for each of our six subjects ­ this month we have answers from Ewa Johnson, OKI’s marketing director; Loay Lawrence, commercial director at VAR Vohkus; Bell Micro’s global distribution president Graeme Watt; and Fujitsu’s UK channel head Gary Fowle.

The poll for the site is also bringing up some interesting results. As we went to press, a huge 50 per cent of voters felt that the channel has less than three years to go in its current form.

A total of 25 per cent felt the channel had slightly longer , 15 years, with eight per cent disagreeing and picking five years as the time before it would need to change.

However, 17 per cent felt the channel will never have to change.

Tamar Brooks, UK and Ireland channel sales director at CA, said: “The channel offers a level of reach that cannot always be achieved through a vendor’s direct sales force, and if the vendor’s products can be sold across the market, there needs to be a channel footprint to support it.

“There will always be a requirement for the key channel benefits, hence I predict
channel survival and growth over the long term rather than doom. However, the days of mere fulfilment are over and it is the partners that add value and have the
long-term relationships that will prosper.”

Andy Gass, managing director of Computer 2000, said: “The three biggest challenges for the channel will be constrained credit availability, the need to reduce costs in a reduced-demand environment and the channel adding value by providing IT solutions to improve end user businesses.

"I think it is inevitable that this will drive consolidation, particularly at distributor and manufacturer level, but that the channel structure is capable of adapting and evolving to meet these challenges. The channel is far from doomed.”

Glenn Morrison, managing director of VAR Upgrade Options, said: “The channel is a structure as much formed by the free market as by the major players within it.

"Due to the impact of the former force it will continue to evolve and adapt as always.
I do not see a revolutionary change to an alternative model coming anytime soon.”