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GTDC’s Frank Vitagliano: Distribution Key To Digital Transformation, Supply Chains, As-A-Service Models

‘There’ll be lots of technology delivered in the traditional way, and lots that get delivered as a service. So there’s going to be a need for new training and financial support, [and] the distributors will be providing a different level of service to the solution providers as they move forward. And that’s significant because things are not going to get less complicated than they are today,’ says Global Technology Distribution Council CEO Frank Vitagliano.

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Distribution’s Importance Will Only Continue To Grow

The state of distribution is one of flux. The business is consolidating even as the distributors are dealing with the impacts of supply chain constraints, post-pandemic business changes, and the big shift toward cloud, security and Everything as a Service.

However, said Frank Vitagliano, CEO of the Global Technology Distribution Council, distributors are not only thriving through all the changes impacting the IT industry, they are actually becoming more critical to solution providers looking for sales and technical support to build their business during those changes.

Vitagliano, who this week is spearheading the GTDC’s annual conference, told CRN that distributors are becoming even more important to the IT industry than they were during the old days of pick, pack and ship.

“What I think has become pretty obvious now is people are thinking about it from a different standpoint and realizing that as we continue on this digital transformation path, the services and support and the evolution that the distributors are making in their businesses are really going to provide the potential for some real long-term value appreciation in their businesses,” he said.

Vitagliano also talked with CRN about how the changing investment environment in distribution is helping its solution provider communities, and said the GTDC’s new relationship with research firm IDC will result in more important information about the markets becoming available to the channel.

Following are excerpts of Vitagliano’s interview with CRN.


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