The channel is set to be the mid-market saviour

Opinion

The channel is set to be the mid-market saviour


Sitting down with the CEO of KACE, the systems management specialists recently acquired by Dell, we got to that part of the conversation where he asks if there are any trends that I've picked up on.

Apart from sharing the usual one about the downward trend in journalist's pay we discussed the current obsession that most vendors seemed to be having with the mid market.

This space is apparently one that has been "neglected" and one "hit hard" by the recession leaving the channel armed with products specifically focused on that market from kindly vendors able to be the mid market firm's friend and saviour.

Those of us who have been around for long enough remember the same excitement and expectations about the SME market and in fairness a great deal of those turned out to be close to the mark.

From a channel point of view the positive is that all the vendors I've spoken to view resellers as the route to market so this should extend the reach for resellers looking beyond their SME horizons.

This was first published in June 2010

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