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GTDC’s Frank Vitagliano: IT Distribution Consolidates, But Still Key To Channel Success

‘I think the vendors will benefit from stronger distributors and ones that make significant investments because the vendors will take advantage of those. I think the solution providers and the MSPs will benefit. And then finally the end-user customer will benefit. So I view it as very positive,’ says GTDC CEO Frank Vitagliano.

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It’s All About Services For The Channel

IT distribution is going through an important shift as mergers and acquisitions make the leaders stronger. However, argues Frank Vitagliano, CEO of the Global Technology Distribution Council, or GTDC, that strength is very much a positive for solution providers and managed service providers looking to bring new services to clients looking to digitally transform their businesses.

Vitagliano, in a wide-ranging conversation with CRN, said the kind of technology, particularly services, end customers are demanding of their channel partner is increasingly complex, and those partners need help in providing them.

“What we’re dealing with right now is really unusual with the proliferation of cloud-based services, with a major focus on security, with major transition coming with everything-as-a-service,” he said. “There’s a lot happening that requires support and the incremental services that the distributors have traditionally always provided. And if anything, it’s getting more complicated, not less.”

Vitagliano also said that nothing exemplifies the value of distribution better than the COVID-19 coronavirus pandemic when distributors kept their doors open and the technology and financing flowing to partners despite the all-but-overnight shift to work from home.

Vitagliano, in his role as head of GTDC, has a unique insight into what is happening in IT distribution. For more of that insight, click through the slideshow.

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