If we look back and see what the world 15 years ago, we will find ourselves in an environment where technology had a place in a very different way from today. A space where IT wholesalers were already the fundamental axis of the distribution channel, but in a totally different way.
In the review that we are doing for the 15 years of TPNET, today it is his turn to inaugurate this series of specials with IT wholesalers. We’ve had a look at how the tech landscape has changed with Exclusive Networks, Ingram Micro, MCR, and V-Valley, and here’s what they’ve told us.
15 years of technological evolution
Technology has had a starring role in the social evolution of the last 15 years. This is certified by all those responsible for the wholesalers with whom we have spoken. Eduardo Moreno, General Director of MCR confirmed that “the market has matured a lot”.
As Carmen Muñoz, General Director of Exclusive Networks Iberia, reminds us at that time:
«Local companies led the distribution of value solutions, being key partners for the channel, due to flexibility, closeness and trust. Those were years in which manufacturers had very limited local teams, and the distributor became an extension of the manufacturer itself in the execution of the business strategy in our country”.
A transformation that is reflected in a model change: «We have gone, in the wholesale world, from selling products, to later selling solutions and finally incorporating a service sales model, either through a pay-per-use model, by monthly subscriptions… Technology is now mainly consumed, not acquired”pointed out Hugo Fernández, CEO of V-Valley Spain.
Jaime Soler, Vice President and Country Chief Executive Ingram Micro for Spain and Portugal he sums it up like this: “This period will be remembered as one of profound change in the model of society, driven mainly by technology.” And the most important thing that the manager remembers, “This has only just begun.”
IT channel milestones
«In these 15 years there has been a clear consolidation in the wholesale sector, with constant and interesting acquisitions that bring together fewer players in distribution in Spain. The large multinationals have been acquiring much more local, vertical companies and with in-depth knowledge of a specific technology»valued Hugo Fernández, from V-Valley.
But the changes have not only been seen in wholesalers, but also in the IT channel and society itself. Carmen Muñoz, from Exclusive Networks, explained this evolution: «We have gone from working with mere “box” resellers to doing so with much more specialized and prepared companies, who want to grow and evolve by offering their customers added value, preferably in the form of services».
One of the highlights of the Ingram Micro spokesperson is the change when buying products: «Almost 7 out of 10 Spaniards bought online in 2021, for example. All this benefits the Canal, because the devices and platforms on which this system is based depend on us”.
Eduardo Moreno, from MCR added: «Our philosophy since its inception has been to be able to work directly with manufacturers. We thought that it was necessary for the market to evolve and for this we also had to be well prepared”.
The technology that has marked the 15 years
The importance of the numerous technologies that have appeared in recent years are undeniable. However, and although with great difficulty, there are certain products or solutions that have revolutionized the market.
In this sense, Jaime Soler, from Ingram Micro, is clear: the technology that has marked this era is:
«The smartphone, because it has digitized all layers of society. And if we take into account that a smartphone is a small computer permanently connected to the Internet, what has been achieved is that computing has completely permeated society.
The person in charge of MCR is of the same opinion: «Since their appearance, we have experienced a rapid evolution of these devices that have transformed the way we communicate, work, make our purchases… Thanks to their boom, other technologies and services have also experienced their growth such as WiFi, artificial intelligence, the augmented reality and virtual reality.
In the case of the Exclusive Networks directive, it focused on another of the great technological milestones, business protection and its transformation: “While there have been many technologies that have materialized, grown and improved, without a doubt, the one that has evolved the most has been cybersecurity technology.”
«For the value areas, the Cloud has meant a true technological and business model revolution, “democratising” technology and allowing any company, large or small, to have the maximum technological excellence in their hands, to improve your business processes»the V-Valley spokesperson concluded.
