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Changing Channels uncovers what it takes to get the next generation of technology to market. Join Larry Walsh, chief analyst and CEO of Channelnomics, for candid conversations with thought leaders, channel chiefs, and partner executives sharing actionable insights, best practices, and lessons learned in a channel that’s constantly changing. Each episode provides expert go-to-market guidance for enhanced performance in the channel.
Episodes
Tuesday Nov 05, 2024
Tuesday Nov 05, 2024
In this episode of Changing Channels, host Larry Walsh speaks with Alessandro (Alex) Cattani, CEO of Esprinet Group, about the unique dynamics of working within the IT channel and distribution landscape across Europe. Unlike the United States, the European market is complex, shaped by distinct local economies, languages, and regulations across different countries. Cattani shares insights into how these regional distinctions require a highly localized approach, making distribution essential for navigating each country’s specific business climate.
The conversation explores the evolving state of distribution in Europe, highlighting the digital transformation reshaping distribution and the ongoing consolidation trend. As Cattani notes, while American distributors and global firms expand their footprint, smaller, regionally-focused distributors still play a critical role in servicing localized needs. This episode is an essential listen for anyone looking to understand the nuances of the European IT channel and how distribution strategies differ significantly from the American model. Tune in for expert insights on adapting to Europe’s fragmented market and the critical role that nimble, localized distribution partners play in supporting vendors’ success.
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About Alessandro Cattani
• LinkedIn: https://www.linkedin.com/in/acattani/
Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC
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