CV_Winter_21

businesses closed their doors permanently. But other channel firms found opportunities through supporting the technol- ogy needs required in the massive move to remote working. All the while, econo- mies, jobs, and personal lives are becoming more digital, more connected, and more automated. The platform for computing has become more stable, with access to technology no longer limited by location or constrained to certain activities. In turn, more energy is pouring into creative solutions, suggest findings from CompTIA, further expanding opportunities for the IT channel. What bodes well for 2021 is that many channel firms remain optimistic. Technology and the business of selling it continues to grow more complex. What was once a stable set of infrastructure products in a channel provider’s portfolio has morphed into myriad choices around software-as-a-service applications, data tools, and a stack of emerging technolo- gies. Business IT and tech consulting and pure influencing roles have never been more needed. The optimism for 2021 appears predicated on several factors. Many IT channel firms seem positive about their pivot to services- based businesses, along with opportunities in emerging tech and verticalization, while taking advantage of some of the new remote work needs the pandemic caused. Other channel organizations are doubling down on security expertise. To find growth in 2021, channel firms are expected to rely on what they already have. The number one factor respon- dents say will move the needle in 2021 is a pickup in business from existing clients, show CompTIA surveys. This makes sense at a time when finding new customers may be challenging. Of course, reaching new customers also is a key strategy for the upcom- CHANNEL MANAGEMENT Source: Ericsson Expectation for Performance in 2021 vs. 2020 Expect to grow revenue in 2021 over 2020/2019 Expect to remain stable with 2020 Expect to recoup 2020 losses and return to 2019 levels Cannot predict at this point Factors Driving Positive Growth in 2021 Pickup in existing customer business Reaching new customer segments Improving internal operations/efficency Selling new business lines/products Improving sales/marketing efforts Return to normal commerce patterns Successful vaccine development for COVID-19 Positive government action (i.e. deregulation) 59% 47% 45% 44% 43% 37% 35% 30% Actions to Support Workforce in 2021 Educate on best practices for remote work Invest in communications/collaboration Migrate more applications to cloud Invest in remote connectivity Educate managers with remote employees Improve laptop distribution 34% 34% 38% 39% 48% 58% 37% 25% 23% 15% Source: CompTIA Get info. Find answers. Share ideas. Your connection begins at USA.gov – the official source for federal, state and local government information. Equals total government connecting. PLUS PART INFO GETTING PART IDEA SHARING 3.25 in. 4.625 in. 48 CHANNEL V ISION | January - February, 2021