Classic buy and sell, either single-tier from vendor, or involving a second distribution tier. Historically these networks have built their commercial models on transaction margins, which are now eroding, forcing traditional partners to look for new business models.

A huge growth area, particularly relevant for our IOT and Edge Technology clients. Value is created not by transacting, but through consulting, services delivery and through other forms of customer influence.  Building services and consulting ecosystems is a key need for many businesses who are moving with their market from being device-centric to solution-centric. 

Vendors rely increasingly on their solutions co-existing with other solutions to meet end-to-end customers needs. Partner relationships are required with the right development and technology specialists who provide access to markets that vendors cannot reach on their own.

More and more vendors have technologies that are building blocks to complete solutions. To reach vertical or specialised markets vendors rely on partners to embed vendor technology in their solutions. These partners then sell on to their own customer networks.