Leading industry executives gather to discuss the future of technology, distribution, and economic shifts in Asia-Pacific.

India, November 21, 2024 – Top executives from the IT distribution and technology vendor sectors convened today at the inaugural GTDC APJ (Asia Pacific & Japan) Summit 2024 to discuss the current position and future outlook of these critical communities. The Summit underscored the essential role distributors play in scaling emerging technology sales and adoption and developing new opportunities through digital marketplaces and alliances with hyperscalers.

The vast scale and economic and cultural diversity of the APJ region necessitate local expertise. As vendors adopt varied approaches to managing channels, they are increasingly relying on distributors to support emerging markets while focusing internal resources on more mature communities. This strategy provides greater reach, especially in areas where direct coverage would be inefficient, and represents a broader shift towards optimising orchestration through partnerships.

“Distributors are ideally positioned to bridge complex regional and in-country dynamics with local representatives who understand cultural and language nuances to best support the objectives of their vendors and partners. Focusing on enablement programs and relationship-building allows distributors to create strategic value that ensures the successful adoption of advanced technologies across diverse APAC markets,” said Frank Vitagliano, CEO, GTDC. 

IT spending across Southeast Asia and India is accelerating, driven by SMBs embracing digital transformation through cloud software, cybersecurity, and logistics investments. This digital shift generates increased demand for cloud infrastructure, managed services, and robust security solutions. Simultaneously, according to IDC, AI adoption is further fueling the region's technological momentum, with spending in this area expected to reach USD78 billion by 2027, with a 25% annual growth rate. Distributors empower those advances while transforming the customer experience and operational efficiencies across key sectors.

Vendors also rely on distributors to meet the rising demand for AI, sales, and technical support as the region struggles with talent shortages, especially in these key areas.

Distributors are meeting these demands while unlocking new opportunities using advanced data analytics. Channelnomics CEO Larry Walsh emphasized these organisations’ capabilities for identifying “white space” and expanding partner networks. “While data provides direction, its true value lies in transforming insights into actionable strategies for partners. Distributors are pivotal in redefining go-to-market models, guiding partners through business-enhancing engagements, and maximising channel potential.”  

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