Channel Models In The Era Of Cloud

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.