Vendor/Channel relationships... They are a changing

Now that we are fast approaching the last half of 2008, it’s worth reflecting on how the growth in globalisation has impacted on the type of relationships vendors and their channel have today and how this has opened up broader business opportunities for both parties.

With the rise of certain factors such as corporate acquisitions, distributed solutions, 24 x 7 support, shared service models and multi lingual development, vendors and their distribution, reseller and partner chain, have had to change the way they interact and work with each other to satisfy their customers’ requirements.

For instance, the channel has had to take increasing ownership of additional skills to ensure their solutions work in a more distributed manner and that they are conscious of the cost of ownership challenges when configuring solutions. The vendor for their part has had to be more open and collaborative.

The business community is becoming more demanding of their IT function, looking for it to be a genuine enabling service and I see that these demands will continue to define the enabling network of the future.

Oceanus is a systems integrator and customer management specialist; providing comprehensive document and case management solutions for customer acquisition and customer service environments in Consumer Finance, Telco's and Utility companies.