Routes to Market First in Latin America

This document provides IDC's perspective on the future of technology distribution based on recent studies and interviews. In response to digital transformation, evolving customer demand, and changing partner business models, the technology distribution business is changing. The distributors and partners are defining their plans with a view to digitization, although each could do it differently. While there is no universal blueprint, the digital transformation of retail is determined by three core attributes that can guide transformation processes today and underpin future business models. Specifically, IDC believes that digitally transformed distribution should be ecosystem-centric, platform-enabled, and data-driven. The digital economy is changing how companies purchase technology and, therefore, how the distribution channel operates. "Given the client's needs, partners and distributors have key roles and great opportunities in the provision of products and services. However, they will need to adapt to the ecosystem and be able to operate in a data-driven environment. Partners must develop unique strengths and skills to enable the desired scale and scope to compete and grow within the ecosystem," said Alejandro Florean, Vice President of Consulting and Research for Latin America in IDC.