New Business Models
Traditional VAR models are shifting. The "vintage VAR" that focuses on more traditional one-off on-premise sales is giving way to the "progressive VAR" that has some traditional business but wants to build more recurring revenue business. The progressive model makes up the bulk of today's channel at approximately 65 percent. The "transformative VAR" -- typically a younger solution provider well versed in the cloud -- also is a growing portion of the channel.