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GTDC CEO Frank Vitagliano On The Value Of Modern Distribution And The Opportunity Ahead

Frank Vitagliano -- former channel exec at IBM, Juniper Networks, and Dell EMC and former president of solution provider Computex -- is bringing his experience to the Global Technology Distribution Council to help shape the new future of distribution.

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What does GTDC need to do to reach those constituencies? 

We need to kind of change our view to more forward-looking: Where is distribution going? What is distribution doing? What can they provide in the future? And I would tell you that, having done this a long time, I can't count the number of times that distribution was going to be disintermediated. And it hasn't happened yet. And it probably won't happen in my lifetime. And the reason for that is, [distributors] continue to morph themselves into adding new value on top of--and this is a really important piece for people to understand--on top of some core competencies that nobody else can do. People might want to sort of dismiss pick, pack, ship, and credit. Well guess what? Go try and do it. Go try to do pick, pack, ship, and credit. I can tell you, there's a number of vendor companies over the years that have tried, and will continue to probably try, and they can't do it, they can't do it well. And so distribution, fundamentally, has that layer. And then they add to it the things that they're doing with cloud marketplaces, IoT, and things like that, and it makes it more important or relevant.

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