The lines between distributors, VARs, ISVs and even vendors are blurring, and 60% of channel partners as we know them will disappear over the next few years predicts Sal Patalano, Chief Revenue Officer at Lenovo Software. These are just some of the forces disrupting relationship dynamics in the channel ecosystem and requiring vendors to view channel partnerships in a whole new light.
Sal recently shared his insights with Channel Marketing Journal. Watch this video to get his perspective on how vendors can adapt to a changing channel, and hear about the shifts Lenovo is making in its approach to channel alliances.
