CCC RECAP: Selling Digital Services

Tech vendors have two basic options for selling digital services. Each has value, but the trade-offs are real.
By T.C. Doyle

Tech vendors have two basic business models they can choose for selling digital services and software subscriptions through partners. They can embrace a sell-to model that puts the channel partner at the heart of their technology transactions, or they can leverage a sell-thru model that reduces the role of the partner and emphasizes a closer relationship with end customers.

While both models are popular, they present vendors with very different benefits and trade-offs. In our Nov. 15 Channelnomics Community Call, Channelnomics examined the differences between the two models in depth.

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