Beyond Digital Hype

Executives of the distributors will be combing the show floor, looking for the latest technologies to add to their companies' offerings as they start the new year with an intense focus on the digital home and business markets. They'll also be searching for data-centric solution providers and professional A/V integrators to add to their customer base.

\

JEFF O'HEIR

Can be reached at (516) 562-7485 or via e-mail at [email protected].

The two distributors' shift in strategy makes sense, and they'll find themselves in good company at CES. Over the past few months, most major manufacturers, along with many solution providers, have formed some type of strategy to address the digital home and office. CRN, in conjunction with CMP Media's Residential Systems, will shine a guiding light on the market with its new magazine, Digital Connect, which launches this week at CES.

The time is right for broadline IT distributors to focus on this segment. As the complexity of digital solutions grows, begging for the expertise of solution providers and integrators skilled in networked IT, distributors are poised to provide their customers with the value-added services that have served them well in the SMB and corporate markets. D&H Distributing has proven a strong player in the digital arena for the past year, but one distributor can't handle the burgeoning demand as more solution providers seek to represent a broader line of IP-based products, training and service programs for the digital home or office.

Besides, the professional A/V distributors, with their closed sales model and limited product lines, do not yet have the networking expertise or manufacturer relationships to provide the IP-based products and related services that a successful digital integrator needs. Not that broadline distributors will have an easy time breaking into the digital market. More important than leaving CES with a well-balanced product line, they will have to follow up and develop strong training and services offerings to help their current base of customers,as well as the professional A/V integrators they hope to attract,leverage the digital opportunities that crop up off the show floor.

id
unit-1659132512259
type
Sponsored post

What are your thoughts? Contact CRN Deputy News Editor Jeff O'Heir at (516) 562-7485 or via e-mail at [email protected].