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Posted by Tirthankar Sen on May 12, 2013
Channel partners are bullish about their growth prospects. In fact, in a recently conducted Forrester survey in North America (NA) and Europe, 59% of channel partners expect to grow by more than 10% in each of the next two years. However, partners will need help and handholding as they aim for greater sophistication and higher growth targets, especially around cloud based services. Forrester research indicates that three-quarters of channel partners in NA and Europe now sell cloud-based solutions (up dramatically from two years ago). These solutions now make up 26% of their overall revenue, a percentage they expect to increase in coming years.
In my recent report, Seeding the Cloud Channel, I highlight three key areas where the partners will need support from both their tech vendors and their distributors:
In today's highly competitive market, where channel partners' product margins continue to fall, it's crucial for vendors to equip and enable their partners to more effectively sell and market cloud and managed services. This will require innovative tools and enablement programs for both increasing the skills of their partners and for supporting in transforming their business model.
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