Top VARs video: How vendor demands are changing

Execs from firms including Softcat and Logicalis discuss how the channel's role is evolving

The likes of Cisco and Hewlett Packard Enterprise have been through transformational phases over the last few years, shifting to recurring revenues and a software focus.

This is at a time when resellers are also working through similar changes in their own businesses, but generally without the capital to do so as quickly as vendors.

Chris Gabriel, director of technology at Logicalis, said that the demands placed on partners by vendors have changed over recent times.

"Clearly those vendors are changing their model," he said.

"But I've always said that is their business; our business is to work out what it means for us and our customers, and how we change around that.

"I think the vendors sometimes struggle to see it in terms of the value to the customer.

"It sometimes feels like it's the vendor trying to shift their model for Wall Street purposes. Our job, as the channel, has always been to translate those changes and help customers take advantage."