New research from CONTEXT, the IT market intelligence company, finds that the information and communications technology (ICT) channel pivoted to the cloud in 2020 and as a result is poised to reap rewards.

The ChannelWatch Report 2020 surveyed more than 7,000 channel partners and captured the behaviours, opinions and attitudes of ICT channel companies to reveal many important findings. The report discovered that there has been a greater embrace of cloud digital innovations because the number of resellers that provide cloud technology solutions to their clients increased significantly this year. The percentage of ICT channel companies that implemented back-up, disaster recovery and storage solutions in 2020 was 70% compared to 44% in 2019. Adam Simon, Global Managing Director at CONTEXT states that

“The big difference in the last two years is the number of resellers that sell more than three services than a few years ago.”

ICT channel companies are responsible for the sale and integration of hundreds of billions of dollars’ worth of goods and services annually. The report explored ICT channel companies on their perceptions and engagement with ICT products and services distributors. CONTEXT found that the perceived quality of distributors increased in almost every category including billing and other cloud services, field support, training and certification and lead generation.

“That channel companies increased their opinion of distributors during the pandemic is no surprise to the Global Technology Distribution Council, which tracked how members fortified their supply chains, expanded their cloud capabilities and increased the marketing and financing support provided to channel companies last year.”

said Frank Vitagliano, CEO of the GTDC, a CONTEXT partner.

The channel partners surveyed believe that training and education followed by marketing are the most beneficial support they can receive from distributors to be successful at selling and delivering technology as-a-service in 2021.

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