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Channel Models In The Era Of Cloud

Channel Partners Expect A Share Of The Cloud

November 3, 2010


  • By Tim Harmon,
  • Peter O'Neill
  • with Peter Burris,
  • Zachary Reiss-Davis,
  • Eric Hsieh

Why Read This Report

To identify channel partners' plans, readiness, barriers, and needs as cloud technologies emerge, Forrester Research joined with Outsource Channel Executives (OCE) to survey distributors, value-added resellers (VARs), direct market resellers (DMRs), managed service providers (MSPs), application hosting providers, and systems integrators (SIs) in the tech industry. The survey results indicate that channel partners foresee a collision with tech vendors over managed services and application hosting and that they will insist on getting their piece of the cloud. There's plenty of opportunity for both parties, as long as tech marketers apply the right combination of pressure and incentives to guide channel partners into the next phase of tech competition.

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  • Demographics Of The Channel Executives We Surveyed
  • Channel Partners Are Planning For Shifts In Their Revenue Streams
  • Concerns Over Cloud/SaaS Indicate Opportunity For Classic Channel Partner Services
  • Channel Partners' Plans For Managed Services And Application Hosting Are High
  • Partners See Problems Involving Cost, Business Model Transformation, And Skill Sets
  • The Reseller Channel Has Morphed Into A Critical Constituent Of The Developer Channel

Table of Contents

  • Channel Partner Survey Demographics
  • The Upheaval In Channels
  • The Cloud Services Gold Rush Is Nigh

  • Devise New Formulas For Cloud Channels

  • The Cloud Services Gold Rush Will Cause A Washout In The Channel
  • Supplemental Material
  • Related Research Documents

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