Gartner Research

How Cloud Computing Is Transforming Your Software Reseller Relationships — Survey Analysis

Published: 04 May 2016

ID: G00299015

Analyst(s): Stephen White


Cloud transformation of software markets expands the role of software resellers. Often used for fulfillment, software resellers have evolved to become software solutions and cloud service providers. Technology procurement leaders have the opportunity to exploit a more valuable partnership.

Table Of Contents

Survey Objective

Data Insights

  • Majority of Clients Are Using Software Resellers for Professional Services
    • Cloud Services Acquired From Resellers
    • Impact of Cloud Services on Client Reseller Relationships
  • Clarifying Reseller Value Add and Differentiation Remain Challenging
    • Identify Whether Price or Service Will Be the Determining Factor in Selection
    • The Minority Choose to Switch Software Reseller Relationships
    • Calculating the ROI of Cloud Solutions May Become the Key Differentiator
  • Demographic Variations
    • Midmarket and Small Enterprise Organizations Appear the Most Demanding
    • Variations Between Domestic and Global Organizations
    • Regional Variations
  • Methodology
  • Definitions

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