How Channel Leaders Are Shifting Service Offerings

By Dennis McCafferty

Constant changes in the technology and business landscape are driving channel execs to redefine their services/solutions strategies significantly, according to a recent survey of 100 leaders from U.S. channel organizations. The study, released by workflow automation software provider Nintex, found that the majority of those polled said their managed services offerings will increase over the next two years, and intellectual property/app services are expected to surge during the same time frame. The cloud remains a key component, as most channel leaders said they'll continue to pursue lasting sales agreements that are tied to cloud-based solutions. "Partner business models now trend toward annual recurring revenue," said Josh Waldo, vice president of partner strategy and programs for Nintex. "By offering subscription-based and SLA- [service-level agreement-] centric pricing for cloud technologies and by providing ongoing business support, consulting and training services, partners will establish customers for life, versus a one-time profitable project." Channel Insider examines key takeaways from the study.

This article was originally published on 2016-04-07