Scott Frew writes about the shifting dynamics of the technology channel, with a particular focus on how structural changes by large vendors impact distributors, partners and end customers. His work examines why certain partners gain or lose relevance, and what that means for renewal risk, customer experience and long-term account ownership.

By reading Scott’s stories, you can gain a clearer understanding of how consolidation among partners and distributors changes incentives and reshapes the value chain. His insights help channel leaders, vendors and service providers anticipate where risk is accumulating, how to protect recurring revenue, and what strategies might be needed to stay visible and valuable in an environment where fewer, larger partners control more of the installed base.