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They do seem to be betting the vendor install channel will continue to be the dominant channel in the futureIn 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.