[sutterbomb]

Assuming that figure is accurate, it's still missing context. 90% are installed that way right now. They do seem to be betting the vendor install channel will continue to be the dominant channel in the future, and that bet will likely play a large role in the success of the product.

[objclxt]

> They do seem to be betting the vendor install channel will continue to be the dominant channel in the future

In many places it will be. Want to buy a Nest in the UK? Guess what, you can't install it yourself: Nest will send a contractor along to install it for you. Many countries highly regulate heating system installation, for good reasons. Even if you're in a jurisdiction where this isn't a problem, the majority of thermostats get replaced along with other HVAC work (new boiler, new pipework, etc), which is going to be done by a qualified contractor.

[protomyth]

Since building a new home or building is done through contractors and not likely to change given laws and, well, logistics, if you don't have a contractor channel, your product doesn't get installed from the start.