The results of TD SYNNEX’s annual study “Direction of Technology 2023” revealed a comprehensive view of the trends and perspectives of channel partners in Latin America and the Caribbean (LAC), highlighting the significant adaptation and adjustments of these partners. A reality-changing business.
The research, based on disaggregated data from a survey of 119 channel partners in the region, revealed a shift in business models. Sales of professional services (84%) and managed services (82%) are expected to increase over the next three years, indicating a shift toward services beyond hardware sales.
Otavio Lazarini, Senior Vice President of TD SYNNEX for LAC, highlighted the adaptation of partners in the region to the changing reality. “The results reflect significant preparation by LAC partners, adjusting their priorities and business offerings based on regional demands,” he noted.
Security and networks are fundamental pillars for these partners. 73% of participants cited security as a key revenue driver and 60% highlighted networks, making clear its importance in the current landscape of technology businesses in the region.
Hybrid cloud is emerging as a key investment area in the short term, with 40% of partners showing interest in this technology. While security (61%) and networking (45%) were the top priorities, hybrid cloud and server and storage infrastructure took a significant place among technology investment options.
Additionally, the study identified challenges for partners such as increased competition and pressure on margins. Nearly 70% of respondents see attracting and retaining talent as a critical challenge in today’s business environment.
Although revenue expectations have fallen slightly over the past year, more than 70% of partners are optimistic about growth in 2023, with half of them predicting an increase of more than 10%, outperforming other regions in this optimistic outlook.
In terms of investment priorities, partners are focusing on technology training and certification (77%), demand generation and digital marketing (74%), and cybersecurity standards (66%) as key areas for their investment plans.
In addition, the report shows an increase in business planning locally, with 80% of participants undertaking the project in-house.
Despite the growing importance of ESG (environmental, social and governance) initiatives, the survey reveals that only 8% of partners currently offer ESG solutions, while 16% plan to offer ESG solutions in the next two years.
Marcos Murata, Vice President of Supplier Management, Pre-Sales Engineering and Marketing at TD SYNNEX in LAC, highlighted the importance of these results in facilitating decision making for business partners. The annual analysis provides a comprehensive view of technology trends, allowing the company’s partners to make informed decisions tailored to Latin America and the Caribbean dynamics in the technology sector.
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