Conclusion

There is a undeniable opportunity for more advanced distributor marketplaces. An opportunity that not only caters for simplified transactions that drive efficiency, productivity and better customer service, but also one that gives partners access to data insights and enablement tools that will help them realise business growth.

Partners need a deeper range of digital services and capabilities like access to marketing programmes to help them grow their customer base, and flexible payment solutions to help them manage the financial shift of paying upfront in legacy models to subscription-based payments over time.

The key objective of this research report was to understand the challenges and opportunities faced by partners as they shift to subscription and recurring revenue models and how distributor marketplaces could help partners through their transformation.

Amid an exceptionally challenging market environment, together with the challenges encountered with the shift, partners are making good progress in transforming their businesses, but most recognise it’s not an overnight switch and there’s still more to do.

Partners acknowledge that distributor marketplaces can be a valuable tool to help overcome some of their challenges, but in their current state, they’re only addressing some of their needs.

There is an opportunity for distributor marketplaces to simplify the sales process, subscription management, and improve efficiency through self-service quotes and orders. Beyond the transactional capabilities however, there’s an opportunity for distributor marketplaces to be enablers of growth through meaningful customer and market data insights.

There’s also an appetite for more knowledge on how to deliver Customer Success, and how to drive long-term value that comes with subscription and recurring revenue models.

Distributor marketplaces can be invaluable tools partners leverage to drive their efficiency through simplified transactional capabilities. When built with partner experience in mind and meaningful data insights incorporated, distributor marketplaces are the key to accelerating partners' subscription growth.

Interested in finding out more about Westcon-Comstor’s marketplace?

PartnerCentral is Westcon-Comstor’s marketplace that lets partners buy and manage multivendor hardware, software, and services in a single checkout. Its capabilities extend beyond the transactional by giving partners access to data insights and enablement tools that help drive profitable growth.

Conclusion

Interested in finding out more about Westcon-Comstor’s marketplace?

Partner Success. It's what we do.

Sign up for news and updates