Channel partners are optimistic about the year ahead, with almost half (43%) of those surveyed by Nuvias Group expecting business growth of more than 10% in 2021. Almost two thirds (63%) expect growth of more than 5%.
Much of this will be driven by cybersecurity, identified by 82% of respondents as the biggest opportunity in the Channel thanks to the mass shift to remote working and accelerated move to the cloud.
The pressure on healthcare organisations to digitise processes in light of Covid-19 makes the healthcare sector an important vertical, cited as a key growth opportunity by 63% of respondents, followed by finance (36%), public sector (33%) and manufacturing (31%).
In order to maximise opportunities in vertical sectors, partners highlighted the need to identify the right customers within each vertical sector (67%), to access specialist knowledge (55%) and to find a solution tailored to the sector in question (42%).
When asked about the biggest challenges they face, 55% cited expanding their customer base. The next biggest was competitive bidding, cited by 18%.
Distributors have a role to play in helping partners overcome these challenges, for example by providing quick and accurate quotes, cited as a valuable service by 80% of partners, and through tech assistance (35%).