Pipeline 2021: The big tech trends influencing the channel – Strategy

The last 18 months have been dominated by the shift to working from home and the main technologies that have emerged aim to facilitate our ability to work from anywhere.

The 2020 CRN Fast50 was dominated by companies providing solutions for collaboration, modern working, networking and security.

To see all the great content fFor this year’s CRN Pipeline, click here.

So how will this influence the technologies we turn to next? Gartner analyst Derry Finkeldey says those who have been able to understand what a good result looks like are better equipped to choose the specific solutions that will yield the best result.

“As technology providers, what becomes really important is the ability to understand what the good looks like and to be able to recognize the confident buyer, and the knowledgeable buying organization from the less well informed that you know, who is more likely to get stuck in a long drawn out cycle where they fail to achieve consensus in the business because they haven’t agreed on the true purpose and value of this one,” she said.

“We’ve been talking about this for a long time, but now the data is really there. Now it’s getting really acute. As technology providers, we need to not sell but help our customers buy and help our customers make really good decisions. .”

Of course, with the increased flexibility offered by technology, this comes with increased risk. Last year, the Prime Minister embarked on a Cyber ​​Strategy for Business, showing how cybercrime is a problem for the economy.

For Leon Sayers, advisory director of Unisys APAC, the increasing number of cyberattacks has put security at the forefront of the minds of people in all industries.

“When we start hearing about breaches and governments are concerned about the level of security, concerns about people’s environment vulnerabilities, and when the government starts talking about vulnerabilities, [this has a significant impact]says Sayers.

“I think a lot of organizations have focused on the technology side of security. So they’ve made sure their perimeters are solid, they’ve got detection processes in place.

“But some organizations weren’t focusing on phishing training and ransomware training for their staff.”

But perhaps the most interesting development for Sayers is that employees are demanding a more consumer-like experience in the workplace.

“Organizations now have staff saying to them, ‘I want multi-factor authentication, I want these other capabilities that I have in my consumer world. But I want them in a very similar way to my consumer world. “, he explains.

“So it’s a balancing act, and we’re seeing that in some customer sourcing requests asking about user experience, security, and ICM.

“So I think that’s a bit of a change that we’ve seen across the landscape over the last 12 months.”

For more exciting information about this year’s CRN pipeline, click here.

Tanya J. Hill