I agree the impact of more recurring revenue, less one-time is similar for VARs and vendors. Beyond timing and cash flow implications, it makes long term relation more important than hit and run implementation - good for the customer.
Cloud-driven changes in what you sell and deliver seem more important. Figuring out just what exactly can a VAR deliver comes first, and depends on features of the vendor's solution. Once you know that, you can adjust pricing and selling.
Ultimately, each vendor will evolve its cloud solutions to minimize effort of plain vanilla implementation. This will reduce VAR scope for plain vanilla implementation and push VARs to higher value-added services.
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