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Vendor Tiering Locks Out Small Partners: Anurag Agrawal on Allocation, Not Capability
The episode identifies a structural shift within the IT services market, highlighting a bifurcation between two distinct economic models in the channel: the advisory economy, paid upfront for transformation and integration, and the operational economy, paid on the backend for managed outcomes and recurring support. Techaisle’s 2026 Global Channel Partners Survey, referenced by Anurag Agrawal, underscores that most vendors operate single partner programs that implicitly favor one of these models, often without recognizing the divergence. This mechanism exposes gaps in vendor strategies and…
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