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An Industry In Transition

UBM Channel CEO Bob Faletra spoke about what he described as "the unprecedented changes" sweeping the channel that in the last four years "have seen many solution provider organizations either be acquired or shut their doors."

"This is all part of the natural equalizing in the market," he said. "In every business cycle we have seen partners go out of business and partners come in. But, there is also something very different happening. Never have we seen the type of disruption and disintermediation we are experiencing as the result of cloud being both a technology and a business model-driven change."

Some solution providers, using guidance they gain from XChange, have adapted their business model and "are seeing phenomenal growth," Faletra said. "We are also seeing many new entrants into the channel and expect that to accelerate, some of whom are and will see explosive growth."


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