Decision makers’ aggregate views of IT distributors – from across the spectrum of venture capitalists, established OEMs, emerging tech companies, MSPs, solution providers and end customers – are the focus of a comprehensive new study released by The Global Technology Distribution Council (GTDC). The organisation’s members drive €135 billion in annual revenue and include the world’s most successful IT distributors. As the GTDC’s new independently produced report, Tech Distribution 2025, reveals, distributors are becoming more interconnected and instrumental across diverse technology market segments, today ascending to an increasingly vital role enabling multi-channel success.
“When we commissioned this report, we wanted to get a complete end-to-end picture of IT distribution, from where it’s been to where we expect it to be in the years ahead”, commented Frank Vitagliano, appointed CEO of the GTDC in April. “Until now, the GTDC had not yet explored in aggregate each of the industry dimensions depending on distributors. Among other findings, we learned that the level of engagement and planning with distributors goes considerably deeper and broader than in past years.”
Tech Distribution 2025 is based on detailed surveys and interviews with more than 50 top industry executives across the various industry segments covered. Most study participants – nearly 69% – possessed over a decade of experience working with IT distributors. Those new to distribution also represented a sizeable 10% of the respondents, and approximately 21% indicated between five and 10 years of distribution-related experience. Findings, as follows, are based on the study respondents’ projections for their distribution partnerships through the year 2025:
More than half (61%) of study participants anticipate greater than 10% growth through distributors
Virtual warehouse support for SaaS and cloud solutions will evolve as a primary distributor core competency and demand driver
Integration, logistics, inventory management and asset lifecycle services will remain crucial
Partner enablement, credit/financial services and recruitment will be of top overall importance
“This study confirms that many long-term distributor core services are still extremely relevant in the digital era”, Vitagliano pointed out. “Distributor value is also on the rise. Corresponding business models and portfolios continue to evolve. Multi-vendor solutions are essential, and channel companies and vendors all want to work with distributors to deliver the products, solutions and specialised services consumers and businesses of all sizes need to thrive.”