Architecting for Margin Beyond the Initial Sale

▤ Summary

The article argues that software resale margins are shrinking as point products commoditise and platforms consolidate capabilities. It recommends partners shift focus to high-value services—architecture, specialised deployment, integration, and SOC operations—that require expertise and command higher margins. Managed services, continuous monitoring, and compliance advisory create recurring revenue and leverage regulatory drivers like the EU Cyber Resilience Act and CMMC 2.0. The piece urges partners to build service capability, operational maturity, and outcome-focused go-to-market motion to become strategic security operators rather than one-time resellers.

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