EMERGENT 10 CHANNELV ISION | MARCH - APRIL 2023 Recent research by WEBCON and Vanson Bourne shows that, with the shortage of IT resources, 49 percent of enterprise CIOs plan to use consultants, resellers or systems integrators for application development this year. That’s great news if you’re in one of those groups, but even then, it won’t be enough to meet demand: more than 80 percent of respondents expect those partners to struggle keeping pace with business needs. This need for agility is one of the primary drivers leading almost 90 percent of companies to expect an increase in the use of low-code tools by partners. In short, low code is a hot topic for channel prospects. Unfortunately, that presents a conundrum for channel partners, which equate low-code with low revenue, one-and-done development projects. The classic partner mindset involves the belief that long-term custom development equates to significant revenue, and in the midst of a tough and unpredictable economy, the ideal would be to lock in a major project rather than risk seeing budgets for short projects dry up. It’s a mistaken perspective, and it stems from a too-narrow view of low-code tools and techniques. Changing the way an organization uses low code can not only increase recurring revenue, it also can eliminate many of the concerns that might lead to a “no” from customers. How to use low-code to build recurring revenue APPLICATION FACTORY By Mike Fitzmaurice
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