What is a Fair Split Between a Vendor and a Service Provider? Sheila Kelley's Perspective

This perspective addresses a challenge presented in a ServicesRevenue business case listed under Relevant Links The primary challenge that Intopia will face is to avoid being perceived as a competitor by their channel partners. This perception is somewhat unavoidable if Intopia has always been a pure product vendor and has not previously offered direct services. Conversely, if Intopia does not do something to supplement their partners’ solutions with more value-added services, they may be missing an opportunity to generate a positive service and support revenue stream.