Podcast: Changing Channels: The Rise of Automated Marketplaces in B2B Sales

POD2112: Changing Channels: The Rise of Automated Marketplaces in B2B Sales

Consumerization is no longer just a retail thing, as businesses increasingly source IT products through automated channels and marketplaces like Amazon and Alibaba. In a new research paper titled “Strategies for Engaging Automated Digital Sales Channels,” The 2112 Group has taken a hard look at how this shift toward automated digital sales (ADS) will roil traditional two-tier channels and force new relationships between vendors and partners. In this special episode of POD2112, Research VP Chris Gonsalves talks with the paper’s author, 2112 CEO and Chief Analyst Larry Walsh, about ADS’ potential impact on the existing channel and vendor go-to-market models, and how vendors should plan for this disruptive but potentially lucrative trend.

Chris Gonsalves
Research VP, The 2112 Group

 

Larry Walsh
CEO & Chief Analyst, The 2112 Group