Navigating the network requirements that digital transformation depends on can be difficult, which has placed a lot of responsibility on the shoulders of resellers. They’re no longer middlemen designed to take the load off a vendor. Out of necessity, the channel has adapted to include a much stronger focus on consultancy, as it’s not enough to simply be a low-cost provider. Resellers must now also be business advisors to their customers. 

Success for those operating in the channel depends on anticipating problems before they arise, and in finding creative solutions to the unique challenges faced by different industries. In 2018 and beyond, then, this is what will help resellers stand out from the crowd – but only those that embrace the new approach required.

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