Artificial intelligence in purchasing departments is no longer just a buzzword associated with the simple automation of repetitive tasks. Modern AI systems are transforming this area into a strategic nerve centre for the company, with real-time impact on margins and…
For years, a sales lead was regarded as a valuable resource in the IT industry – regardless of quality, customer buying stage or context. More contacts meant more sales potential, and channel partners hoped that, given enough scale, some of…
Although global IT spending is expected to grow by nearly 8 per cent in 2025 – to $5.43 trillion – the market is not in an upbeat mood. Gartner, which at the beginning of the year was still forecasting a…
The traditional IT channel model – based on selling equipment through IT partner programmes, on discounts and quarterly targets – is no longer viable. Customers expect advice, not just delivery. Instead of ‘closing deals’, partners need to help solve business…
The IT industry is transforming, especially in the sales channel. Over the years, many IT manufacturers have relied on a broad presence in the channel – the more partners, the greater the growth potential. Today, this approach is losing relevance.…