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cognisant of the fact that if you don’t expose
your clients to new solutions, another partner
will,” he said. “Partners also need to get out of
their shells and start engaging non-traditional
companies as alliances with trusted services
providers in different sectors, this will in turn
give them access to a new revenue stream
and clientele.”
Both agree that cost, solution initiatives
and service will shape the channel market in
2019. Furthermore, they feel that the digital
delivery of solutions via an omni-channel
commerce model will start to permeate the
market, particularly as the channel itself
INTELLIGENT TECH CHANNELS
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looks for new growth avenues. Finally, a new
approach to marketing will be paramount
and out-of-the-box thinkers will assist
significantly in achieving sustainable growth.
“There is no doubt that the channel is
changing – but every year we see change
so it’s not change we need to fear,” said Van
Rensburg. “Instead, for the immediate future
the channel is here to stay and while the
local market adapts to economic challenges,
the Africa market is thriving. Looking ahead,
we will continue to see a big focus on the
cloud for services, with wireless as the
catalyst to making this all happen.”
With wireless staking
a claim as ‘critical
infrastructure’, there are
a number of implications
and trends that we are
seeing coming to the
fore in the channel.
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