One In Three VARs Says Has Fired A Vendor This Year


New Business Models A Priority

Of the 170 global solution providers surveyed by Enterasys, roughly 60 percent of them identified the move to selling integrated solutions as the top priority for them in 2013. For 20 percent of respondents, the biggest priority this year is transitioning to a new business model -- namely, away from one-off hardware sales and toward recurring revenue opportunities. Some 9 percent said industry or vertical specializations were a main focus.

Enterasys' Noel said the fact that integrated business solutions emerged as such a big priority for the channel was an eye-opener, and one that will push Enterasys to ensure its own solutions can interoperate with those from other vendors.

"One of our key takeaways was that, as a vendor, if you want to attract more VARs to your business, you need to make the interoperability and programmability easy," Noel said. "And not just by supporting standards, but by making open APIs available to the partner to create a business model that provides real value to their customer."