Vendors might be pushing consumption-based IT services too hard on their partners, according to channel analyst firm Canalys. As a result, tensions exist between vendors and the channel, says the research firm’s CEO, Steve Brazier.
“Vendors are desperate to go to ‘as a service’ because it’s a better business model for them. Some customers are interested in it, but many are not. If the vendor puts all its efforts into as-a-service and biases its salesforce toward [that], they’ll have a problem.”
Brazier claims vendors are keen to push consumption-based IT because “Wall Street loves it.” They see the likes of Microsoft and “poster child” Adobe and want to replicate their success on the stock market.
Read Full Article Here: Canalys: Vendors Pushing Partners Too Much on Consumption-Based IT (channelfutures.com)