Channel Partner Adaptability Key to Navigating Tech Shifts in Asia Pacific & Japan: Tech Data’s Report

Tech Data has launched its supplement focused on Asia Pacific & Japan (APJ). The findings from the report outline the voice of partners in the region and highlight business performance, strategies, and expectations for 2024 and beyond. 

“The Direction of Technology Report reflects the voice of our partners,” said Jaideep Malhotra, President, Tech Data APJ. “It serves as a valuable resource, offering a snapshot of the evolving technology landscape and the pulse of the ecosystem. With our position at the center of the technology ecosystem, Tech Data is dedicated to empowering partners in attaining business model agility and building capabilities essential for success in the market.” 

Earlier this year, TD SYNNEX’s launched its second-annual Direction of Technology Report which surveyed more than 550 technology resellers. The report captured how technology partners are managing shifting technological and market challenges and revealed five key trends that will impact stakeholders across the global technology domain over the coming year. 

Key Findings in Asia Pacific & Japan 

1. 40% of partners are set to offer Artificial Intelligence/Machine Learning (AI/ML) solutions in the next two years – AI/ML is a growing revenue driver for partners increasing to 35%.  

2. 62% of partners are set to expand their technology and solutions offerings.  

3. Cybersecurity and Infrastructure are at the forefront of customer purchasing decisions – Security was the top technology sold for 63% of partners. 

4. Cybersecurity and Networking expertise are key priorities for partners – Almost 50% of partners cited cybersecurity certifications and standards as important investment areas. 

5. Partner business models are shifting to services, prioritizing flexible consumption - Hardware remains a key business driver while the sale of IPs increased to 9%.  

6. 63% of partners consider increased competition and margin pressure as key challenges – 59% cited credit and financial scalability as a challenge they currently face.  

7. 79% of partners are expecting future growth. 

These findings highlight strong stability within the channel. As they contend with multiple drivers of turbulence, that include both regular cycles of change and unprecedented disruptions, agility will remain critical for them as well as their enterprise customers. As emerging technologies like AI and cybersecurity tools build upon well-established offerings, partners will be critical in guiding customers toward high-growth products by ensuring a strong, secure base. 

Conducted in partnership with Canalys, the APJ supplement..