What is ahead for the channel? First major trend is that many partners are aging out and are looking to retire. Second trend is around new buyers. 65% of all technology decisions are now made by business executives who rely on channel partners to help in those decisions. But most of them are finding it difficult to find a partner specialized enough. Third trend is that new ‘shadow’ channels will be come the new norm. All companies are now technology oriented in one way or another. Forrester publishes tons of research on this entire ecosystem of partners.
