“There is an ugly word used to describe the fact the rivals in
business some times have to find a way to work
together–coopetition. In the ICT industry everyone knows that, on
occasions, competitors have to hold their noses and talk to each
other. But this distasteful process can be avoided to a greater or
lesser extent, depending on the vendors involved, if the process is
handled through third parties like VARs and integrators. In short,
channel organisations can act as coopetition brokers…”
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