Top 20 Tech and Channel Trends of 2009

  • By

    Lawrence Walsh

    | Posted 2010-01-04

18. Price Integrity Slips; Margins Under Pressure
You won’t find too many headlines heralding the virtues of price integrity, but solution providers talked about it ad nauseum in 2009. As recession fears took root in the economy, many solution providers panicked and started selling goods and services—particularly services—at any price they could get. Vendors and larger solution providers noticed the affect as average sale prices slipped, taking with them the rich margins that fueled profitability. Conversely, end users with budgets under pressure pushed back on ever proposal and bid; many did so trying to get better prices or to stretch their dollars, but many did so out of the belief that they had been overcharged for years.

Lawrence Walsh Lawrence Walsh is editor of Baseline magazine, overseeing print and online editorial content and the strategic direction of the publication. He is also a regular columnist for Ziff Davis Enterprise's Channel Insider. Mr. Walsh is well versed in IT technology and issues, and he is an expert in IT security technologies and policies, managed services, business intelligence software and IT reseller channels. An award-winning journalist, Mr. Walsh has served as editor of CMP Technology's VARBusiness and GovernmentVAR magazines, and TechTarget's Information Security magazine. He has written hundreds of articles, analyses and commentaries on the development of reseller businesses, the IT marketplace and managed services, as well as information security policy, strategy and technology. Prior to his magazine career, Mr. Walsh was a newspaper editor and reporter, having held editorial positions at the Boston Globe, MetroWest Daily News, Brockton Enterprise and Community Newspaper Company.

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