Managing The Crisis

As the COVID-19 pandemic hit, forcing millions to work from home, IT vendors and their channel partners had to quickly shift gears to meet the changing needs of their customers. Some solution providers scrambled to meet soaring demand for laptop computers, collaboration applications and other WFM gear while others struggled as IT projects and sales deals were put on hold amid the uncertainty.

Channel chiefs responded in numerous ways to support their channel partners, launching initiatives to help partners absorb the economic blow from the pandemic. Many assisted with generous financing terms, flexibility in using market development funds, and free or subsidized training opportunities.

Other vendors stepped up their online marketing and lead-generation assistance for solution providers who suddenly had to conduct their sales and marketing efforts virtually.

We asked the honorees of the 2021 Channel Chiefs list to tell us about the impact of the COVID-19 pandemic on their channel strategies and their partners and how they responded. Here’s what some of them had to say.