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ing year. IT partners will be looking to approach new customers with emerg- ing technology, in particular, suggest CompTIA surveys, as well as oppor- tunities to specialize within verticals markets. Four in 10 IT channel execu- tives surveyed by CompTIA said they would choose to specialize in a verti- cal if they could do so today. From a practical perspective, companies also see big benefits in streamlining internal operations. Process efficiency and cost contain- ment are necessary for optimal profitability. Running a tight ship took on a new meaning in 2020 and is likely to continue. Overall, CompTIA analysts believe IT channel firms that will thrive in 2021 will include those with focused investments on skills train- ing, expanding reach to new custom- ers and verticals, partnering with potential competitors, and embracing emerging tech. Partner Concerns What could derail 2021? The overwhelming answer among IT partners: COVID-19. Last year, looking back on 2019, the channel’s top worries were labor costs and the ability to hire employ- ees with skills that can meet today’s complex technology demands, includ- ing emerging tech acumen. This year, it is all about outside forces, whether it is the virus and its impact 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 Improve smart phone distribution 14% 34% 34% 38% 39% 48% 58% Source: CompTIA 49 January - February, 2021 | CHANNEL V ISION