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Channel Chiefs 2018: What Market Force Is Having The Biggest Impact On Your Channel Strategy?

We asked the honorees of the Channel Chiefs 2018 list to shed a little light on the market forces that are shaping their company's channel strategies right now. Here's what they had to say.

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Arrow Electronics

Rita Walston

Senior Director, Marketing Programs

I believe the biggest market force for 2018 is the continued move from licenses to XaaS. The annuity model changes how the channel builds revenue and its compensation structure. We are working to provide our channel partners the market intelligence, credit options and other information and tools they need to bridge the gap and allow them to not only weather this change, but thrive.

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