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What does 2020 have in store for the channel?

Dec 23, 2019 11:00:47 AM Craig Smith Q4, Business Growth, Channel Partners

As we reach the end of 2019, many in the channel will be thinking about their preparations for the new year and reflecting on the past 12 months.


Due to the drift away from linear channels, supplying products from point-to-point, 2019 has seen IT investment, distribution and consumption structures undergo accelerated change. Partners are now in the crucial stage of pinpointing areas where value can be increased through their products and services for end customers.


In order to achieve this, partners will need to form business solutions comprising of next generation technologies such as IoT and analytics, hybrid cloud, AI, machine learning, and cyber security.


Connecting to the network

The European rollout of 5G and WiFi6 is becoming real for businesses and consumers alike.  For the channel, the opportunity lies in upgrading aging network infrastructure and the new business use cases that robust, high-speed connectivity will make possible.


Those that are most successful will be the partners that understand how to bring the myriad networking technologies together to create fast and secure networks that help their end customers innovate whilst managing costs and optimising investment in networking


Analytics will propel efficiencies

With businesses across verticals recognising the value real-time insight can create, those who invest in analytics will reap the benefits in 2020. In order to take advantage of such opportunities, market consolidation of analytics has become more prominent in recent times. The acquisition of Tableau by Salesforce being one such example. The task of choosing the correct solutions and then managing the associated data is a complex one, and end customers will rely on channel partners to provide them with the expertise with which to do this. Ultimately, the ability to gain wisdom and insights from oceans of data will determine the winners from the losers.


The growth of the RPA market

With organisations searching for technology that achieves operating efficiencies, Robotic Process Automation (RPA), whilst not novel, has seen significant growth. This is set to continue in 2020 as organisations look to relieve costly skilled staff of simple and/or repetitive tasks and have them focus on creating value.


However, RPA is only good when it works. No organisation wants to create their own downfall by creating a security vulnerability through an ill managed deployment and adding extra bots to a network. As such, RPA creates a massive opportunity for those in the channel that can combine knowledge of operational technology and security skills.


Everything comes as a Service

As IT has shifted from physical to digital products the move to an as-a-Service model has gained momentum to the point of being almost universal. Now, even the most hardware orientated industries will be disrupted by as-a-Service models. The development of onsite, off-site, cloud and hybrid will result in on-premises-as-a-Service becoming as prominent as the numerous Software-as-a-Service offerings.



Craig Smith

Written by Craig Smith


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