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Mar 2017 - Market Perspective - Doc # EMEA42334017

SaaS Channel Commercial Models: The Importance of Incentivizing Renewals

Authors: Lise Hagen, Margaret Adam

This IDC Market Perspective highlights how software as a service (SaaS) is affecting channel partners in moving from the resell of products and licenses into the delivery of a service, and its implications in terms of the vendor's financial agreement with its partners.

"The challenge for born-on-the-cloud vendors and traditional on-premise vendors is how to convert SaaS market momentum and innovation into sustained revenue growth and profits, not only for themselves but also for their partners," said Margaret Adam, program director, IDC European Channels and Alliances.

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