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Arlin Sorensen has been in the channel since before it was the channel. Here he talks the changing role of distribution, the upended buyer's journey and how there's still plenty of room for those with a pioneering spirit.
Not long ago, VARs could depend on data center sales to drive revenue, and agents had a comfy niche in networking. But in today's channel, those opportunities are rapidly shrinking, leading to some interesting partnerships between IT and telco.