Channel Insider content and product recommendations are editorially independent. We may make money when you click on links to our partners. Learn More.


1 - How Channel Leaders Are Shifting Service OfferingsHow Channel Leaders Are Shifting Service Offerings

Channel execs are redefining their strategies as the tech and business landscape shifts. The result: an increase in managed service offerings.

2 - Shifting FocusShifting Focus

42% of channel leaders said their service offerings have changed from two years ago.

3 - Management PlanManagement Plan

One-half said they’ve sold more managed services over the last two years; 72% said their managed services business will increase over the next two years.

4 - Long-Term PropositionLong-Term Proposition

Nearly a third (31%) said their project-based business has increased over the last two years, and 62% said this will likely grow in the next two years.

5 - Smart MoveSmart Move

29% said their intellectual property/app services sales are on the rise, and 53% expect this trend to continue for the next two years.

6 - License to SellLicense to Sell

26% said they’ve sold more licenses of other vendors’ software or services within the last two years, and 40% expect to keep doing so over the next two years.

7 - Key Difference-MakersKey Difference-Makers

40% said innovations in workflow automation are driving strategic change while 38% cite employee collaboration/messaging as key drivers.

8 - Focus on the CloudFocus on the Cloud

48% said more than one-fourth of their business was tied to cloud-based solutions in 2015, and about two-thirds anticipate that this will continue for the next two years.

9 - Top ChallengesTop Challenges

48% said that the development and refinement of pricing strategies presents a significant challenge, while the same percentage cites the need to build practice areas to support new tech.

10 - Skills GapSkills Gap

This study lends credence to reports of an IT skills gap; 45% said they struggle to hire the right talent.