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Partner Business Model Definitions

Though ongoing convergence is sharply blurring the lines between channel partner business models – everybody’s doing a little bit of everything, it seems – distinct buckets continue to exist. The following document identifies 12 business models that make up the bulk of the IT channel ecosystem today. From solution provider and ISV to managed services provider and telecom services agent, these 12 models represent the primary ways in which channel firms choose to identify and/or derive the majority of their revenue and profit. That said, with cloud computing and other market forces changing the way that the industry sells, markets and delivers IT, many channel firms will find themselves straddling more than one of these business model definitions, a trend that will continue for the foreseeable future. The challenge going forward will be how to balance a mix of business model types with their varying methods of revenue generation, sales and technical skills requirements and pricing structures.

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