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Interaction and Insight into the world of Software Resellers

by Stephen White  |  September 19, 2016  |  Comments Off on Interaction and Insight into the world of Software Resellers

Arguably the most positive aspects of being a Gartner analysts is the quantity of client interaction we enjoy. Having been an analyst for nigh on two years now, it’s amazing to consider that translates to interaction with over a thousand unique clients either in round-table or 1:1 engagement.

…  the key to what makes our interactions such a fruitful experience, every organization is unique. Each conversation differs with the organization’s location, industry, priorities and structure. The unique set of attributes that sets one organization apart from another needs to be catered for, not only by us, but also the entire stack of technology vendors and channel partners alike.

Last week I had the pleasure of facilitating a session at our European ITFPAM summit addressing software reseller selection. This roundtable session was over-subscribed, with attendees from a variety of nations and sectors.

Having been part of the software reseller space for many years prior to join Gartner, I find client interactions on the subject particularly interesting, gauging clients awareness of how resellers operate, whilst providing a window of insight for our clients into the world of the software reseller.

Questions were plentiful and varied. Including what value resellers can (and should) add, how to identify the right partner, whether a reseller should deliver SAM services as well, what is the right number of resellers, do resellers work for vendors or clients, variations in margins and rebates … and so on.

What however does the future hold for this market? In our recent Market Guide for Software Resellers the potential for cloud brokerage was identified as a key potential development. To what extent could a software reseller continue to be an agent for software in an ‘as a Service’ world?

Conceptually, the software reseller is in an opportune position to profit from existing relationships with both software publishers and clients by adding value to the process of selection and adoption as well as monitoring and management. But to what extent? Will resellers choose to focus on a particular solution type, vendor partner or service type? Or should clients expect a breadth of options, advisory and technical services?

During our North American ITFPAM summit this week, we continue the conversation repeating our software reseller roundtable. Given the US market’s rapid rate of cloud adoption it will be interesting to gauge clients expectations of resellers within that model.

Software Reseller model

Category: asset-management  cloud  licensing  reseller  

Tags: cloud-contract  cost-optimization  licenisng  lsp  reseller  software-asset-management  strategy  

Stephen White
Research Director
2 years at Gartner
14 years IT Industry

Stephen White is a Research Director in Gartner's IT Asset Management, Vendor Management and Procurement team, focusing on strategic licensing and negotiation strategies, asset management, and reseller engagement. Mr. White leverages his experience in software sales and consulting to assist IT leaders through his coverage of best practices in license life cycle strategy and trends, license metric and pricing practices, contract negotiations, optimizing terms and conditions, sourcing, and relationship management. Read Full Bio

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