Best Practice Report

Selling Cloud-Based And Other Recurring Revenue Solutions In The Channel

The Five Pillars Of Supplier Cloud Success

January 9th, 2020
Stephanie Sissler, VP, Principal Analyst
Stephanie Sissler VP, Principal Analyst

Summary

Most traditional IT and communications industry suppliers now derive the majority of their revenues through indirect sales channels. However, in the early stages of product and market maturity, they viewed their cloud solutions as a direct-only offering. With widespread customer acceptance and accelerating sales growth, most suppliers are now recognizing that channel partners are just as important to garnering cloud growth and share as traditional offerings. In this report, we define five core areas of a supplier’s strategy that require change and/or investment to ignite and optimize partner sales of cloud or any other recurring revenue model solution.

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