Avnet UK boss: We are capturing emerging players

Chris Walsh, managing director of channel lifecycle services firm ABCD Services, warns of the dangers of startup vendors with unrealistic expectations of revenue and lacklustre channel strategies

At a recent roundtable 'Channel Voices' event at the Gherkin sponsored by IT infrastructure vendor Vertiv, a group of invited partners stressed the need for transparency and honesty between vendors and their channel to avoid relationships breaking down....