Consumers will take security into their own hands
There will be an increase in the amount of security services that consumers use to secure their data, versus relying solely on the companies collecting it. Consumers are beginning to realize that the companies they do business with are not adequately protecting them. In 2015, they will look to third parties to help address their lack of trust and faith. In particular, there will be increased use of password managers and fraud monitoring services.
The virtual world is redefining the channel
"Everything as a service" can transform how technology products and services are being sold. Before the rise of the cloud, technology and channel partners had a physical product to sell. You could hold it in your hand. Now, whether it's a router or some other service, it's being sold through the cloud as a subscription. That means new considerations - all the way up to the c-suite. In 2015, we expect to see companies and sales organizations continuing to grapple with a few things:
- Vendors are used to be paid up front. Now, with annuity payments for software subscriptions, they'll need help through a financial bridge of sorts.
- The compensation model within the sales organization was straightforward. With a basic knowledge of math, commissions on physical products are easy to figure out. But now, how will you chose to compensate on an annuity? A percentage up-front? Percentage ongoing?
- The decision maker for purchases used to be the technology person. But IT is spreading beyond the closets of networking gear. Selling a cloud-based model requires a different sales cycle, different culture and different people. Expect in 2015 for the c-suite to become even more ingrained in technology purchasing decisions.
Co-creation in the channel
The coming year will see companies big and small take on new levels of agility thanks to virtualized networks. As a result, we expect to see channel partners transform their business models and work closely with service providers to design, build and deploy new virtualized network services.
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