Intelligent Tech Channels Issue 20 | Page 31

ICA FR A AL I O N E L S G E R ANN CH A F RIC 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 Issue 20 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. 31