2017 is set to be a year for growth for the channel industry The shift to cloud services is marked as an important driver of this growth Now is the time to capitalise on this opportunity

1. Citrix and Canalys:
Northern European
channel partners in a
state of transformation

2. 71% of partners are in a state of
transformation, of which:
• One in four (26%) are slowly changing
their businesses to take account of
changing customer behaviour
• Nearly half (45%) are rapidly revamping
their businesses to take account of
industry transformation

3. 88% of partners expect 2017 revenue to
grow compared with 2016:
• 31% predict an increase of over 20%
• 29% predict an increase of between 10%
and 20%
• 28% predict an increase of less than 10%
Profits are also predicted to rise at similar
rates

4. Sale of cloud services predicted to
significantly rise in 2017:
• Majority of partners (71%) predict cloud
services to drive over 10% of overall
revenues this year
• Last year, 60% of partners reported cloud
revenues represented under 10% of earnings
• 38% of partners stated cloud would account
for over 20% of business in 2017 compared to
just 17% of partners last year
• The delivery of cloud services is
considered virtually as important as on-
premise hardware and software

5. Cybersecurity set to drive further
customer spending:
• 92% of partners expect their customers
to increase their cyber-security spend in
2017
• Cloud growth (24%) identified as the
second largest driver of spending behind
cyber-crime (25%)
• Increased mobility (10%) and changing
governance and regulation (17%) also
cited as the key drivers

6. Final thoughts:
• 2017 is set to be a year for growth for the
channel industry
• The shift to cloud services is marked as
an important driver of this growth
• Now is the time to capitalise on this
opportunity

7. Source: Canalys, Citrix/Candefero partner survey, January/February 2017 (267 IT channel responses)