A Fundamental Shift To A Services-Led Model
SonicWall’s Vice President of Worldwide Channels Hojin Kim said the company’s shift to a pay-per-use channel model is poised to drive big services opportunities for partners.
“It’s a huge opportunity for the channel,” said Kim, a 25-year channel veteran who is leading the SonicWall pay-per-use channel charge. “The channel as I have seen it started as a resale channel representing other vendor’s products. Now it has moved to a services-led model … This is the fundamental shift we have been waiting for in the channel for the last 15 years.”
SonicWall is currently piloting a pay-as-you-go model for its Capture Client and Cloud App Security products and is set to expand that to a wider range of products and services in 2020.
“It is vital for partners to make this shift,” said Kim. “There is always going to be some segment of the population that just want to buy something. That is always going to exist. That is not where the real value lies. That is not where the money-making proposition is for our partners.”
