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TECH SUPPLIER May 2018 - Market Perspective - Doc # US43790918

Partner IP and the Evolving Value Exchange: Vendor Panel Insights

By: Paul EdwardsDirector, Software Channels Research, Brendan RouseResearch Analyst, Channels and Alliances


This IDC Market Perspective provides a view on how the value exchange with vendors has evolved as partners shift away from resale to driving their own IP. The content is based on a vendor panel that took place during IDC's Software Channel Leadership Council on December 6, 2017, in San Mateo, California. The goal of the panel was to get vendor perspective on how each works with partners to leverage their IP in service of customer value and market share.

"As partners pivot to driving revenue and value through their own intellectual property (IP), vendors continue to adapt their programs to prioritize and leverage these specialized capabilities within the ecosystem." — Paul Edwards, director, Software Channels and Ecosystems research



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