New Business Models And Complexity

Nearly half of channel firms told CompTIA that adding new business models such as managed or cloud services would increase the complexity of their sales and marketing structure.

Specifically, 30 percent of large channel firms expect complexity to escalate dramatically as they dive in to new business models.

This is likely because channel behemoths will look to maintain a hybrid of product, project and recurring revenue sales, CompTIA said, necessitating a multiple of sales teams and processes.

On the other end of the spectrum, 34 percent of channel businesses expect the new business models to decrease sales complexity.