Channel Leadership Survey 2020

The "Channel Leadership Survey" (CLS) is the study conducted annually since a decade and published on the demand supply gap and market potential. The CLS matrix speaks on the performance of the vendors in the channel, based on the channel feedback on the Vendor’s performance over the last 12 months. It gets published in September (Anniversary special issue) every year. In summary, the industry is categorized into three segments i.e. hardware, software and services. These three segments are further classified into forty categories. Each category has several players who get identified as leading player in this survey.

The Channel is evolving day after day and VARINDIA keeps track on the leading technology OEMs in the country, collating the experiences that channel partners have when working with different vendors. Channel partners are asked to rate their vendors across the 10 most important areas of channel management. The winners get recognised in the STAR NITE Awards (SNA) every year. The 19th edition of SNA (DNA of Channel) is slated to happen on the 18th of December in New Delhi.

The worldwide PC market enjoyed a stellar recovery in Q2 2020, as supply issues eased to meet the massive pent-up demand from the first three months of the year. Total shipments of desktops, notebooks and workstations hit 72.9 million units, up 9% from a year ago. The rebound was driven by Notebooks & Printer, which have become of vital importance to businesses, students and consumers as they had to adjust to the Work From Home (WHM) Solutions. At the same time shipments of notebooks and mobile workstations grew 24% year on year, while shipments of desktops and desktop workstations fell by 26%.

With increased use of technology devices, new security challenges continue to arise. The total cybersecurity market is showing a positive growth during the year 2020. The rapid increase in remote-working due to the COVID-19 pandemic has boosted security spending significantly in Q1 2020. Cybersecurity will remain a top priority for most organizations in 2020. The global cybersecurity market is expected to grow from $149.46 billion in 2019 to $152.21 billion in 2020 at a compound annual growth rate (CAGR) of 1.83%.

OEMs continue to make improvements to processes to increase simplicity and have shown commitment to growing revenue through the channel.

Given the impact of the pandemic, vendors are focusing around building cloud-based management and orchestration layers (compatible with multiple cloud platforms) that provide unified management across all the devices under their portfolio through a single pane of the glass thereby enabling easier provisioning and management.

Our survey says that Enterprise spending is expected to be delayed as supply-chain elements remain badly affected. However, telco and government verticals show a strong pipeline for the entire 2020. Investments from telco would be driven by projects related to OSS, BSS, IMS stack for VoLTE and 5G test-bed programs towards 5G development. Also, local cloud service providers would invest in expansion projects for their infra capacity in 2020.

Let’s see how the OEMs are able to penetrate into the industry along with the VAR ecosystem……

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