The IT purchasing path is changing and in the eyes of Richard Hutton, director of channel marketing at Samsung Electronics America, Samsung's success in the midmarket is due largely in part to adapting to this change. To replicate this success, Samsung partners must account for the "influencers and stakeholders" within their midmarket customers, who now carry as much weight in the technology decision-making process as do the familiar faces in the IT department. And the key to doing so lies not only in selling a technology, but demonstrating the business problem that technology can fix.
Following his keynote at XChange Solution Provider 2013, Hutton recaps his vision for Samsung partners in the company's midmarket strategy and highlights three key initiatives Samsung is undertaking to boost its channel partnerships.
PUBLISHED APRIL 29, 2013