“We’re already seeing greater openness to alternative vendors“
Ian Foddering, VP of Europe, SHI
Vendors are now reserving the right to adjust pricing up to shipment. Have you seen this before, and how disruptive is it?
We’ve seen versions of this before during periods of extreme supply constraint, most notably during COVID.
However, what is potentially different here is the normalisation of the practice, rather than it being a short‑term measure that is the exception rather than the rule.
From a channel perspective, it is disruptive as it challenges long‑standing expectations around price certainty, quoting discipline, and client confidence.
That said, the channel is adaptable. The real impact is not operational complexity, but the need for much clearer upfront communication, consistency, and flexibility across vendors, partners, and clients.
Given AI-driven shortages, how much sympathy do you have with vendors tweaking their Ts & Cs?
There is a degree of sympathy.
Vendors are facing unprecedented demand from AI data centres, often with long‑term, high‑value commitments that challenge traditional supply models.
However, commercial pressure should not remove the obligation for transparency and consistency. Where Ts & Cs evolve, the most important factor is how clearly and fairly those changes are communicated, and whether partners are given the tools to manage clients’ expectations sensibly. The strongest vendors are those that balance flexibility with predictability, even in volatile conditions.
What are the knock-on effects – alternative vendors, cloud, second-user equipment?
Inevitably, clients will look at the options open to them. We are already seeing greater openness to alternative vendors, increased scrutiny of cloud and consumption‑based models, and renewed interest in certified second‑user or refresh equipment where appropriate.
Importantly, this isn’t about abandoning strategic vendors, however, but about architecting resilience into technology decisions. From our perspective, this change in the market reinforces the value of an independent partner that can objectively advise across the ecosystem and help clients navigate trade‑offs between performance, cost, timing, and risk.
Doug Woodburn is editor of IT Channel Oxygen
