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Logicalis CEO Vince DeLuca On The 4 Hottest Channel Market Trends

Logicalis CEO Vince DeLuca highlights some of the hottest go-to market trends at the 2019 Best of Breed Conference in Philadelphia.

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“A Fundamental Change Happening Out There”

Solution providers have been dealing with a whirlwind of change the past few years, Logicalis CEO Vince DeLuca told channel partners at the 2019 Best of Breed (BoB) Conference in Philadelphia on Monday. But it’s incumbent on companies to change their go-to market strategy to reflect those shifts, he said.

“I think there’s a fundamental change happening out there,” said DeLuca, who helms the U.K.-based Logicalis U.S. unit, No. 32 on CRN’s 2019 Solution Provider 500. “We see it across the board. We know digital is everything. We know it’s moving really fast. Keeping up with the pace of change is really daunting.”

DeLuca said that relying on technical buyers, for instance, isn’t the future of the channel.

“We still sell to technical buyers, but we know it’s shifting,” he said. Other go-to market trends that are fading out: discounts and multi-year lock-ins.

“Everyone already knows what our cost is,” DeLuca said. “There’s no real differentiation there. And then these large, multi-year lock-ins that we’ve enjoyed for many, many years -- we know that that’s changing.”

With all the shifts taking place, here’s a sampling of DeLuca’s hottest go-to market trends that solution providers should hone in on.

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