Data: Key to Growth for South African Channel Partners

In a recent study conducted by global technology provider and specialist distributor Westcon-Comstor, it has been revealed that channel partners in South Africa consider data as both their primary challenge and a significant opportunity in their pursuit of growth and transition towards recurring revenue models.

The research, which surveyed over 500 senior decision-makers across nine countries including South Africa, indicates that all partners based in South Africa recognize the importance of data in their journey towards an everything-as-a-service (XaaS) future. Despite this recognition, access to pertinent data remains the most formidable obstacle for partners in South Africa and globally, with 45% of respondents from South Africa citing this as a major concern.

There is a notable demand for data that can pinpoint and facilitate market growth opportunities, a trend observed consistently across all markets covered in the Bridging the Gap: Power Up Your Data for Channel Partner Transformation report. Handling diverse data types emerges as a practical challenge for partners, prompting a realization of the need to strengthen internal capabilities to effectively utilize and apply data for lifecycle selling.

Partners express a pressing need to elevate their data utilization to capitalize on cross-selling and upselling opportunities while fostering the adoption of new products and solutions. In South Africa, 100% of respondents view data capabilities as a crucial investment priority for the upcoming year, with 71% indicating the presence of an in-house data and analytics function.

Highlighting the burgeoning significance of data in the channel, a substantial majority (65%) of South African respondents strongly agree that the future of distribution hinges on providing meaningful customer and market insights.

Louise Taute, Managing Director of Westcon-Comstor Southern Africa, underscores the findings, stating, “Our research underscores the vital role of data in partners’ transition to recurring revenue models. While partners are cognizant of the importance of data, they face practical challenges in accessing and utilizing it effectively. Across different geographic markets, the desire to enhance data capabilities is apparent, signaling a universal drive towards embedding a truly data-driven approach to unlock growth opportunities. It is imperative for stakeholders across the channel ecosystem, including distributors, to equip partners with the necessary data and analytics to seize new growth prospects and realize their journey towards a subscription-based future.”