From Product to Platform – Why the Future of Vendor Success Lives in the Ecosystem
For years, the IT industry followed a simple rule: the better product wins. That rule no longer applies. Today, success in technology is not determined by the product itself, but by the ecosystem that surrounds it — the integrations, services, and partnerships that turn technology into outcomes. According to recent IDC research, more than 70% […]
Mission Partnership – How Vendors and Integrators Create Real Value Together
In today’s rapidly shifting IT landscape, where innovation cycles shorten and security demands intensify, the relationship between technology vendors and system integrators is evolving into something far deeper than a traditional sales model. What was once a transactional structure built on discount tiers and quarterly targets has matured into a strategic partnership in which […]
Why Vendors and System Integrators Can’t Survive Without Each Other
Who Needs Whom? Why Vendors and System Integrators Can’t Survive Without Each Other It’s a question that comes up in every industry conversation: “Do vendors still need partners?” or “Aren’t system integrators just middlemen?”These throwaway remarks reveal a deeper truth — many people still don’t understand how the channel actually works. And yet, this relationship […]
Lock-In or Flexibility? Why Enterprises Are Turning to Multi-Vendor Strategies
A single vendor for everything or a deliberate mix of several?What sounds like a technical detail is, in reality, a strategic decision that shapes cost structures, risk exposure, and even the relationships between enterprises and their suppliers. Gartner analysts warn that many organizations underestimate the long-term risk of vendor lock-in when consolidating their infrastructure too […]
Why Do Integrators Choose Certain Vendors? The Hidden Drivers Behind Portfolio Decisions
When browsing the partner pages of large system integrators, the logos might look like a simple collection of technology brands. In truth, every vendor partnership is shaped by a complex set of forces: customer demands, technical expertise, vendor programs, and the broader market outlook. Customer demand often comes first. In many RFPs today, end users […]
The Customer’s Choice: Who Wins a Place in 2025/26 Security & Networking Deals
Procurement is no longer a neutral technology checklist. Enterprises don’t just write “a firewall” or “a new WLAN” into their RFPs anymore. Increasingly, they name the vendors they trust—and that is shifting the balance of power in the market. Cisco remains the anchor in the campus space. According to the latest IDC data, the company […]
Who Really Dominates? Network and Security Vendors in the Integrator Spotlight
The market is reshuffling. Yet one thing remains remarkably stable: Cisco is far from losing relevance. In fact, it continues to be one of the most frequently chosen vendors in integrator portfolios worldwide. According to IDC, Cisco held a 34.8% market share in Ethernet switching in Q2 2024, making it by far the largest player […]
Industrial IT Meets OT Security: Where Efficiency and Exposure Collide
AI is no longer a promise. It is reality. And it is reshaping industrial IT faster than most teams expected. Yet the real challenge isn’t just artificial intelligence. It’s the convergence of two worlds that were never meant to meet: enterprise IT and operational technology. According to IDC, more than 60 percent of European industrial […]
The Brand Dilemma: Preserve the Legacy or Embrace Full Integration?
Brand Strength or Quiet Integration?Tradition matters. So does trust. But after an acquisition, both can be put to the test. Many IT service providers face a critical question once the deal is done: should the acquired brand remain visible, or be fully absorbed into the parent identity? According to recent IDC data, nearly 60 percent […]
Portfolio Expansion Through Acquisition Is Reshaping Europe’s IT Integrators
Technology providers across Europe are no longer relying on organic growth alone. They are deliberately expanding their portfolios by acquiring highly specialised IT integrators. According to a recent IDC survey more than 60 percent of European IT service companies plan to strengthen their capabilities through targeted acquisitions in the next two years. These deals are […]