Synnex CEO: SMB VARs Need To Embrace Cloud, Recurring Revenue Opportunities


Recurring Revenue

We're absolutely hearing that [VARs are struggling with sales compensation models] as they move to cloud and recurring revenue streams. There's also the issue of cash flow. That financial model is different; you're getting the life of the contract paid out over a monthly basis in smaller bits, so there's a short-term cash flow issue. And that needs to be resolved one way or another. VARs know that the recurring revenue model is a great opportunity, but the challenge is making the transition to get there.