Grow Your Industry Knowledge, Partnerships and Success

Key TakeawaysSeptember 5-6, 2018

SUMMIT

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Table of Contents

Summit Snapshots . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .3

Delivering New Value in Diversifying Channels . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .4

Shifting Economic Dynamics and New Tech Business Drivers . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .5

The Evolving Partnerships Between Solution Providers & Distributors . . . . . . . . . . . . . . . . . . . . . . . . . . . .6

Leaving Your Digital Legacy . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .7

Breakouts & Select Sessions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .8

Networking with the Decision Makers . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .10

Priming Partnerships for Changing Channels . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .11

Staying Connected . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .12

2018 GTDC Summit | Key Takeaways

SUMMIT

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Summit Snapshots

2018 GTDC Summit | Key Takeaways

Only one event brings together the leaders of today’s top technology distributors with the channel executives representing premier vendor partners across all market segments, plus the industry analysts who provide unparalleled perspective on tomorrow’s opportunities.

• 250 Executive Attendees• Senior Management of Top Distributors• Channel Business Leaders in ALL Market Segments• Compelling Keynotes, Panels & Networking Opportunities• 400+ Individual Meetings, Breakouts and “Select Sessions”

Five key themes drove in-depth GTDC Summit content planning — all based on the collective input of channel leaders in all market segments...

1. The Role of Distribution in an Era of Global Regulation and Compliance2. Adapting and Thriving Amidst Constant Disruption and Market Shifts3. Inside Technology Trends: Areas of Opportunity and Growth 4. International Distribution Partnership Opportunities5. Cloud Services and Enablement

"The conference brings together a powerful, in�uential group

unmatched at any other event.”

“First time attending, and already looking forward to next year!”

“I liked the interactive format.”

“Excellent for networking.”

“Another great event!"

“1st GTDC Summit- overall a good

event and worth the time!"

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Delivering New Value in Diversifying Channels

2018 GTDC Summit | Key Takeaways

In his “State of Distribution” keynote, GTDC CEO Tim Curran took the audience through a quick look back at the industry’s early years before addressing the much more dynamic types of opportunities that vendor partners, solution providers and distributors are pursuing together in the digital era.

“We’ve seen a poignant shift in how technology distributors are viewed and engaged today,” Curran said. “Three decades ago, distributors were typically perceived as pick-pack-ship machines that also extended �nancing to VARs and other types of resellers. It’s now about strategic problem solving through diverse ecosystems that also more e�ectively engage the vendor community’s innovation and strategic commitment to the channel.”

Inside the Trends and Demand DriversCurran shared an in-depth look at distribution industry business based on detailed sales-out reporting available through the NPD Distributor Track that captures revenue, average selling prices, unit volume and other attributes by solution and product categories down to the SKU level.

“The channel’s impact begins with unmatched reach and trusted bonds established with end customers, often over many years,” Curran added. “Solution provider brands are superseding those of individual products, because the total solution is what really matters to end users … ensuring it works as promised or gets there with the channel specialist’s reputation on the line. Distributors and vendor partners need to collectively enable channel success, as it goes to the heart of what everyone in the industry must strive to achieve – the end customer’s ultimate satisfaction.”

Keynote Facts & Figures• U.S. distribution industry sales increased nearly $2 billion compared to the �rst seven months of 2017

• 13-week revenue average tracked at more than double the forecasted 2018 U.S. GDP

• Bellwether categories such as All PCs, Servers and Tablets grew 15% YOY in the �rst 7 months of 2018

• Commercial Software & PaaS accelerated 6%, outpacing the distribution industry’s aggregate total hardware sales growth rate for the period

• Data Centers and Cybersecurity solutions are among numerous other bright spots

• 400 new vendors were added to distributor portfolios in the U.S. alone over the past 24 months

Shifting Economic Dynamics and New Tech Business Drivers

Sam Wilkin tells it like it is — based on extensive economic data in the U.S. and abroad.

The Oxford Economics senior advisor gave a riveting take on all the key factors and facts driving domestic and global technology sales. Wilkin’s “Economic Weather Report” included some concerns regarding emerging market currency �uctuations and volatility that could trickle into — or �ood — other larger regional and global markets.

Here are some of the additional takeaways he underscored at the 2018 GTDC Summit: • US economy remains robust across consumer spending, business investment & government • Europe appears relatively solid, despite showing some weakness in business investments and su�ering a bad H1 due to a fall in exports

Forecasts are generally positive BUT… • Globally coordinated cyclical upswing coming to an end because of trade war concerns • Possibility of more severe trade war • Impact of emerging markets in crisis

Although the economic outlook is relatively healthy, the uncertainties aren’t likely to go away anytime soon. The role of distribution, however, is expected to continue gaining momentum due to the “variable cost” infrastructure the industry provides to the vendor community. This includes being a “credit shield,” which combines with many other services distributors perform, making them the preferred choice over direct models regardless of economic conditions.

52018 GTDC Summit | Key Takeaways

“The U.S. outlook is sunny with a chance of hurricanes." Sam Wilkin, Senior Advisor Oxford Economics

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The Evolving Partnerships Between Solution Providers & Distributors

2018 GTDC Summit | Key Takeaways

Solution providers are where the rubber meets the road. They bring the value that perpetually fuels the channel’s success. It’s a collaborative e�ort, with distributors at the center of massive ecosystems that rely on strong guidance, education and training, and e�ective programs that make �scal sense to everyone involved.

"It's the Wild Wild West out here, and it is time for VARs to see the economies of scale — and act quickly,” said Ben Johnson, CEO of Liberty Tech, at a GTDC Summit solution providers panel hosted by Robert DeMarzo, senior vice president, The Channel Company.

DeMarzo delved into the challenges as well as the opportunities that abound in today’s dramatically changing marketplace, where solution providers often struggle to adapt. They’re looking for more support every way they can get it.

Step Back to Step It UpMichael Knight, Encore CTO, emphasized that VARs need to “step back” and discern how they should work with distributors as the market changes and “speci�cally how their business lines match up.” Knight added, "We need to make sure we are all understanding the terminology SPs are using, so we can better partner and service the customer."

As DeMarzo and the panelists a�rmed, it’s the end customer that always deserves utmost focus, although the plethora of innovations, new business models and other changes today can create confusion and some loss of sight on what matters most: solving complex business problems for small and mid-size businesses as well as larger enterprises worldwide.

"It's the Wild Wild West out here, and it is time for VARS to see the economies of scale – and act quickly.” Ben Johnson, CEO Liberty Tech

Moderator: Robert DeMarzoSVP Event Content & Strategy The Channel Company

Solution Provider Panelists: Chad HodgesVP Business Development Enterprise Networking Solutions

Ben M. JohnsonCEO Liberty Technology

Michael KnightPresident, Chief Strategy O�cer Encore Technology

Thad MorrowVP Business Development Entisys360

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Leaving Your Digital Legacy

2018 GTDC Summit | Key Takeaways

“It’s okay to behave like the Jetsons and the Flintstones as we move into a true digital era,” joked Erik Qualman, a 2018 GTDC Summit keynote speaker who touts the need for strong leadership, particularly in times of massive industry change like we are seeing today. The bestselling author and futurist delivered an inspiring, mindset-shifting talk that shared in-depth research and tips to advance self-awareness and the traits that characterize today’s most e�ective digital leaders.

“Privacy is dead, and reputations are dying,” Qualman observed, which is particularly poignant considering the GTDC’s view that technology solution provider brands are now superseding the importance of individual product brands.

Taking a StanceAmidst all the sea changes digitally reshaping society, sometimes “the stance” can literally and physically make a di�erence, according to Qualman. He struck a Superman-like pose on stage and engaged the audience to stand up and do the same.

“Take the time to empower others and grow as an individual by infusing creativity into your life,” Qualman said.

“It's so easy to get caught up in the moment and forget the larger picture of life. To avoid unnecessary stress,” he advises, “make a "Not-to-Do List.”

The recommendation correlates to a new report, Priming Partnerships for Changing Channels, introduced at the 2018 Summit and featuring actions that make and break distribution partnerships. Check out the section, “Powering Up Possibilities, Preventing Pitfalls.”

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Breakouts & Select Sessions

2018 GTDC Summit | Key Takeaways

GTDC Summit breakout sessions are designed to help attendees gain a deeper perspective on IT industry and channel trends and learn how to capitalize most e�ectively. Conducted by top analysts who track the distribution industry plus other experts with timely insights and recommendations, the breakouts complemented “Select Sessions,” which the GTDC introduced at the 2018 Summit to help distribution leaders become familiar with new up-and-coming vendors seeking to grow through distribution.

Opening International Doors with a Changing Legal ClimateSummit attendees continue to express strong interest in expanding into international markets, which was a key reason for this breakout focused on related opportunities — with GTDC member company executives from around the world sharing their views and recommendations.

Moderator:Tim Curran CEO GTDCPanelists:Olivier Breittmayer CEO Exclusive NetworksHoward Davies CEO & Co-Founder CONTEXTAtul Mehta Chairman & Managing Director Compuage IndiaWolfgang Wanders Vice President GfK

Value Props, Programs & Practices That Work in DistributionGTDC Training Partner Quadmark has introduced a new online option for its popular distribution training certi�cation course — ideal for anyone looking to better understand the keys to successful partnerships in today’s channel marketplace.

Presenters: William Gusmano General Manager QuadmarkMichael White General Manager Quadmark

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Breakouts & Select Sessions (Continued)

2018 GTDC Summit | Key Takeaways

New Perspectives for Advancing Channel StrategiesThis session centered on “Where Innovation Meets the Market,” beginning with VC, private equity and strategic OEMs, then led by portfolio companies in conjunction with distributors serving solution providers and their customers.

Presented by:Dave O’Callaghan Managing Partner Vation Ventures

State of Disruption: Challenges of the Modern B2B IT ChannelDisruptive trends such as AI and IoT are radically changing customer expectations and experiences. In this session, attendees learned new strategies for success across B2B hardware and software channels, including how to e�ectively reach key partners, verticals and adjacent market segments.

Presenters: Mike Diamond Director/Industry Analyst The NPD Group

GTDC Select Sessions: Connecting Distribution Leaders and Vendor Partner Prospects, Powered by Vation A di�erent form of digital “speed dating” took place at this year’s Summit — with a carefully selected group of emerging vendors in cloud and other fast-growing business areas, connecting in a private meeting room with distribution leaders.

Drill Down to the SKU Level! If you’re looking for actual sales-out data for the distribution industry, these GTDC partners aggregate everything from corresponding revenue and unit volume to average selling prices and other key attributes. Learn more by clicking on the logos below:

Networking with the Decision Makers

Year after year, GTDC Summit attendees give especially high marks to the caliber of executive networking that takes place at the annual event. More than 400 individual meetings were scheduled through the conference meeting tool this year.

Summit is a time for making new connections and strengthening existing ones. Here, we’ve captured a few scenes that re�ect the partnership and relationship-building focus that is so crucial to the industry’s growth and success.

102018 GTDC Summit | Key Takeaways

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Priming Partnerships for Changing Channels

2018 GTDC Summit | Key Takeaways

The channel has always been changing – over decades of technological innovations, new business models, competitive threats and shifting economic trends. However, few eras in the IT industry’s history compare to what’s happening now.

That’s why the GTDC commissioned a deep dive into how the channel is changing today, including the candid views of solution providers, distributors and vendor partners. The “Priming Partnerships for Changing Channels” report debuted at the 2018 Summit, with highlights and excerpts included in Tim Curran’s State of Distribution presentation. You can download the full report at no charge, from the GTDC Research Center.

Tips from the Top, Bottom Line ConsiderationsInsights from the report research proved invaluable in the planning of the 2018 conference, from the opening keynote to our closing reception. In addition to concise “Tips from the Top” featuring industry leaders and detailed coverage on growing distributor-led ecosystems around the world, the report captures channel do’s and don’ts as well as examples of what’s working well and where solution providers need more support.

GTDC surveys continuously capture the pulse of distribution and the channel. Current �ndings re�ect a reality where specialized services are making a profound impact. Share your takes on the year ahead!

In preparation for the 2018 Summit, the GTDC commissioned an independent report titled “Priming Partnerships for Changing Channels.” Download it now for a comprehensive perspective on the keys to success from distributor, vendor and solution provider standpoints.

Download Report >

GTDC Vendor Partner Central is a new online resource speci�cally designed to give you and your colleagues fast access to helpful content on the increasingly dynamic value propositions of today’s technology distributors.

More Info >

The growing range of services available through distributors is among the key takeaways from the 2018 Summit. Now you can access an interactive web page that summarizes many of the o�erings GTDC members provide.

More Info>

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Staying Connected

2018 GTDC Summit | Key Takeaways

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We would like to thank all the

speakers, attendees and organizers

who helped make #GTDCSummit

a success! For the recap, visit our

site: gtdc.org

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Thank you, Mike Long. Welcome to Alain Monié as the new GTDC Chairman!The GTDC elects a new chairman of its board of directors every two years. Our heartfelt thanks go out to Arrow Electronics CEO Mike Long for serving as the most recent chairman – and to Ingram Micro CEO Alain Monié, the incoming GTDC chairman. Both leaders were recognized for their contributions during opening remarks at the 2018 Summit.

Mike Long Chairman, President, CEOArrow Electronics

Alain Monié CEOIngram Micro

The GTDC encourages you to continually visit our website at www.gtdc.org for the latest news, event info, research and training recommendations to support your channel aspirations. We also look forward to engaging you on social media and hope that you’re a regular reader of the GTDC CEO’s blogs, which include the following recent posts:

Channel media looks to the GTDC for up-to-date insights on the distribution industry and related partnerships. Go to www.gtdc.org/news for press releases and coverage about the 2018 Summit as well as new members we welcomed at this year’s conference.

GTDC Summit: New Technologies, New Models Change The Role Of Distribution

GTDC Summit Con�rms Continuing Move To Channels

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