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The summer coupled with Ramadan will present more testing times for channel partners. This quarter will be perhaps more challenging, as system integrators spoken to by RWME suggest. But the saving grace is that the quarter that follows should see customers loosen their strings and get on to meet commitments for the year before it draws to a close. So perhaps the best option is to hold out for the moment.

In the meantime, partners should evaluate their options in terms of aligning with new vendors or reinforcing existing commitments to vendors and their partner programs. The opportunity for partners is to focus on a vendor and add value to the full range of products and services they offer.

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Vendors are finding partners more indispensable and they need active and aggressive partners in a highly competitive market where customer orders are slowing. Vendors are using incentives as a tool for persuading partners towards common objectives such as creating more awareness for a new technology or product through roadshows or otherwise, increasing competence in technologies by bringing on board more trained and certified experts, focusing on key verticals in specific geographies and so on.More commitment could be rewarded with more incentives.