Trends Report

The Changing Yin And Yang Of Tech Vendors And Channel Partners

Business Model Changes Call For Realigning The Demand Chain

July 10th, 2009
Tim Harmon, null
Tim Harmon
With contributors:
Peter Burris , Zachary Reiss-Davis

Summary

For years, channel partners have based their businesses around specific offerings sold into specific geographies or verticals. Today, channel partners are making dramatic adjustments to business models to cope with new levels of complexity, software-as-a-service/platform-as-a-service (SaaS/PaaS) delivery modes, globalization, and the economic downturn. As technology companies seek out higher margins from sustainable sources, they must bring channel partners with them or face the loss of significant go-to-market bandwidth. Customer-to-channel-to-vendor demand mapping offers a recipe for vendors and channel partners to forge new channel models and new forms of channel enablement.

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