Gartner Research

The Single Most Important Thing Hyperconverged Integrated System Providers Must Do to Succeed in the Channel

Published: 12 April 2017

ID: G00308428

Analyst(s): Jeffrey Hewitt

Summary

The HCIS market continues to change quickly, with the larger vendors growing quickly and acquisitions happening frequently. If HCIS technology business unit leaders wish to grow agile infrastructure opportunities and succeed in the channel, they must become good at driving demand.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • HCIS Technology Business Unit Leaders Must Develop and Implement Channel Programs That Leverage a Channel Partner's Ability to Fulfill Demand
    • Misunderstanding Channel Strengths — A Recipe for Failure
  • HCIS Providers Must Focus on Demand Generation for Their Own Products to Effectively Leverage Sales Through the Channel
    • The Two Essential Value Proposition Themes

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