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Do We Need IT Distributors in the Cloud

出版商 IDC 商品編碼 320203
出版日期 內容資訊 英文 24 Pages
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雲端的IT分銷商的必要性 Do We Need IT Distributors in the Cloud
出版日期: 2014年11月26日 內容資訊: 英文 24 Pages




  • 調查手法


  • IT分銷商面臨的問題點
  • 反對配銷的案例
  • 配銷的案例


  • IT分銷商的雲端作用



  • 相關調查
  • 摘要


  • 銷售動向的差異:傳統 vs. 雲端軟體

  • 第三方平台 vs. 第二代平台的成長率
  • 雲端/管理服務供應商的營收谷底
  • 配銷的適用性:各產品類型
  • 配銷的全世界的影響
  • 樣品總括申請方案
  • 軟體供應商、IT分銷商的典型收益專戶
Product Code: 252521

This IDC study presents a perspective on whether IT distributors are needed in the new cloud-based IT world. This study presents an overview of the new IT landscape that has raised this question and delve into the problems that distributors must address. This study reviews arguments both for and against distributors as well as discusses how their services have already changed to accommodate the cloud and how they will need to change in the future to remain relevant.

"We believe that, yes, it is distribution's 'game' to win or lose," said Darren Bibby, program vice president, Channels and Alliances Research, IDC. "Distribution provides many critical services from financial services to consolidated billing that grow in importance in a cloud world."

Table of Contents

IDC Opinion

In This Study

  • Methodology

Situation Overview

  • What's the Problem Facing IT Distributors
    • Challenge: The Market Is Moving to the Cloud
    • Challenge: The Cloud Necessitates Fundamental Business Model Shifts
    • Challenge: Distribution Must Balance the Needs of Key Stakeholders
      • Partners
      • Vendors
      • Customers
    • Challenge: The Billing Problem with Cloud
  • The Case Against Distribution
    • Distribution Is Only Good for Simple Products
    • There Is Nothing to Distribute
    • Vendors Cannot Trust Distributors and Partners to Keep the Customer
    • There Have Been Successful Alternatives to Using Distribution
      • Direct Sales Model, with Optional Partner Advisor Fees
      • One-Tier Resale Model
      • Marketplaces
  • The Case for Distribution
    • Distribution Provides Scale
    • Efficiency Is a Core Competency
    • New Cloud Systems Solve for Multiproduct/Multivendor Scenarios
    • Cloud Systems Solve the Billing Problem
    • New Cloud Systems Enable Monthly Billing
    • Credit and Financing Are Critical for Cloud
    • Distributors Offer Cloud Enablement Options
    • Distributors Offer Momentum and Stability
    • Distributors Offer Access to a Large Community of Partners
    • Hybrid Solutions Are Still the Reality
    • Independent Companies Work Harder
    • Vendors Can Afford Distribution
    • Other Distribution Benefits

Future Outlook

  • IT Distributors Have a Role in the Cloud
    • Distribution Brings Critical Value
    • Cloud Resale Will Have Two Paths
    • Service Providers Will Move from Being a Customer to a Partner
    • Cloud Enablement Is the Greatest Challenge
    • New Competitors May Be Possible Disruptors to IT Distribution
    • Cloud Systems May Create a Closed Distribution Model

Essential Guidance

Learn More

  • Related Research
  • Synopsis

List of Tables

  • Table: Differences Between Sales Motions: Traditional Versus Cloud Software

List of Figures

  • Figure: 3rd Platform Versus 2nd Platform Growth, 2013-2020
  • Figure: The Cloud/Managed Services Provider Revenue Trough
  • Figure: Applicability of Distribution by Product Category
  • Figure: Distribution's Global Impact
  • Figure: Sample Consolidated Billing Scenario
  • Figure: Typical Profit Pools for Software Vendors and IT Distributors
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