The IT Buyer Is Changing: Why Are High-Tech Vendors Slow to Adapt?

Posted by Brandon Mills on Tue, Sep 27, 2016


Chengappa Kodira co-wrote this post with Brandon Mills.

This post is the fourth in a seven-part series examining top trends that are reshaping the high-tech industry.

Historically, selling IT products and services has been pretty straightforward. All that you had to do was call on the IT department and convince them that your solution satisfied their requirements and budget. Maybe that’s oversimplifying it a bit, but the reality in the B-to-B high-tech industry is that selling has become more complicated because a new decision maker has entered the picture: the business buyer. CIOs and IT organizations are moving to more of an influencer role, while more IT budget control shifts into the hands of business or functional leads. 


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The Rich Got Richer, and Other Lessons From 2015 Channel Mergers and Acquisitions

Posted by John DeSarbo on Fri, Feb 19, 2016

2015 was a record year for mergers and acquisitions. According to The Wall Street Journal, the value of mergers and acquisitions globally was over $4.3 trillion. The IT industry was rocked by blockbuster deals that dominated the headlines. We haven’t yet felt the impact of the Dell-EMC-VMWare, Avago-Broadcom and Western Digital-HGST-SanDisk combinations, but we will soon, as these companies begin to integrate their organizations and partner ecosystems.


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How Solution Providers Can Capitalize on the Internet of Things

Posted by John DeSarbo on Thu, Dec 17, 2015

Booming demand for integrated solutions powered by the Internet of Things (IoT) is creating exciting opportunities for IT channel partners to build new revenue streams. Leading IT industry analysts such as Gartner are proclaiming an IoT revolution that will lead to unprecedented innovation in the channel. Gartner lists IoT among its top 10 strategic technology trends for 2016.


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