Assessing the power of distribution in post-pandemic Australia

Assessing the power of distribution in post-pandemic Australia


Phil Cameron (Westcon-Comstor)

Phil Cameron (Westcon-Comstor)

Credit: Westcon-Comstor

The role of the distribution is expected to assume increased levels of importance in a post-pandemic Australia, leading the channel charge to facilitate new ecosystems, deliver emerging technologies and modernise billing model frameworks.

That’s according to Phil Cameron, acknowledging a pendulum swing in supply chain engagement following 15 months of market uncertainty and hardship.

“Distribution will become a vehicle for change,” noted Cameron, speaking as managing director of Australia at Westcon-Comstor, during a wide-ranging interview with ARN. “We see ourselves as the connector of the channel — our value lies in the education, enablement and enrichment of partners.”

On paper, connection is the raison d’etre of distribution, the very reason for being since the early days of the 1970s. Within the context of consistently operating at the epicentre of the industry, nothing has changed.

Yet staying true to such a mission statement — which has survived decades of technological upheaval and change — should be viewed as an advantage, an affirmed and dependable approach amid a market turned inside out, upside down and back-to-front by COVID-19.

The connective tissue between vendor, distributor and partner was arguably strongest during the height of the pandemic, as the supply chain collectively stepped up to help end-users survive the turbulence.

Yet this is not a party political broadcast, nor is this the time to make cliched declarations heralding a new era of Distribution — forget 2.0, 3.0, 4.0 or whatever iteration the ecosystem has now reached. Post-pandemic, channel capital can only take distribution so far.

“The increased reliance on software-based solutions will force distribution to derive new sources of value to partners,” Cameron acknowledged. “This will continue to come in the form of technical help such as solutions lifecycle management and hybrid solution design, whilst continuing to up-skill our partners and extend their capabilities into these new technologies and routes to market.”

At the same time, the acceleration of Internet of Things (IoT) and edge technologies will create new opportunities in logistics and asset management.

“We also see the ongoing trend for distribution to manage complex physical supply chains for partners and vendors where we have the adaptability and extensive global and local supply expertise,” Cameron said.

New customer priorities post-pandemic


Source link


Leave a Reply

Your email address will not be published. Required fields are marked *

Share This