Channel Signals Continued Change to Sales Model

Channel Research

Another survey highlights channel confidence; supports shift to OPEX

New channel research released this week supports the continued shift from CAPEX to OPEX financial models, alongside the growth of services.

The survey of channel leaders by Agilitas reveals that the majority of those questioned agree that IT-based revenue streams will be more OPEX-based by 2020. In addition, they expect IT services to see the biggest contract shift from CAPEX to OPEX (30 percent), followed by hardware sales (19 percent).

In addition, the channel leaders surveyed also revealed that they expect software and hardware support services to provide some of the strongest revenue streams in 2020.

New revenue streams

“The results of our research suggest that the channel will see significant movement to OPEX-based support services in the next few years,” states Agilitas CEO, Shaun Lynn. “A rise in support services and contracts moving to an OPEX model provides significant new revenue streams for resellers, managed service providers and independent IT providers alike.”

Almost half of respondents say are optimistic about the future of the channel – despite continued market disruption and uncertainty, 47 percent still expect the channel to grow, 27 percent expect it to be a similar size with 26 percent less confident in the channel growing between now and 2020.

Channel Confidence

The results are supported by Office of National Statistics research, suggesting that the technology industry has helped to drive GDP growth post the vote to leave the European Union.

The research is the latest in a handful of recent surveys that indicate channel confidence in the future.

Lynn said it was pleasing to see such positivity in times of turbulence. “It reflects a growing trend we’re experiencing as a business within the industry: a bold, innovative and dependable attitude from leaders,” he said.

The research was carried out by OnePoll, which surveyed 100 senior level executives at leading IT resellers, managed service providers and IT channel firms.

 

Channel Must Adapt to Meet Digital Transformation Demands


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