Sales Model Transition

Some 55 percent of large channel firms expect retraining sales reps to sell services rather than products to be a key part of transitioning their sales model, according to CompTIA.

Other sales-related activities high on the minds of channel businesses include hiring new sales staff, realigning sales compensation, and adjusting to different sales cycle durations, CompTIA said.

Additionally, CompTIA found that nearly 90 percent of channel firms said they plan to put in some effort around rebranding and messaging as a service provider rather than a product reseller.

Specific things channel firms plan to do to up their marketing game include individualizing their branding and fine-tuning their message to customers, CompTIA said.