Embrace a new economic model

Open source centers around a service based, recurring revenue model. The renewal of the subscription becomes a “moment of truth” for the partner to validate the value add they provide to the customer.   This could be a big adjustment for many channel organizations that are accustomed to a more traditional sales and business models – but it could also ultimately pay big dividends.

This requires that a seller must stay engaged with the customer to reap the full value of the revenue stream down the road. These can come in the form of the renewed subscription, upsell and cross of the portfolio and ongoing consulting and services.  Most importantly, this allows the partner to move out of a transactional relationship and truly become the trusted adviser to the customer.