TECH SUPPLIER Jan 2020 - Market Presentation - Doc # US45029220

Infrastructure Channels Leadership Council Content: The New Value Exchange

By: Pam MillerDirector, Infrastructure Channels Research

On-line Presentation


This IDC Market Presentation discusses how channel partners business model changes are impacting their relationships with their vendors, shifting the balance of power toward the partner. To meet the needs of customers in the digital economy, partners are innovating and providing bespoke solutions that help customers digitally transform and better compete. This has led to partners developing their own intellectual property (IP) and a decreased focus on reselling vendors' products. IDC projects that by 2024, over 50% of all IT spend will be directly for digital transformation and innovation (up from 17% in 2018), growing at 17% CAGR (versus 2.0% for the rest of IT.)

This document looks at what partners now want from their vendors, and how vendors' view of partners must change for the partner-vendor value exchange to be optimized. It also looks at how vendors can leverage these business changes and make it easier for partners to create customer bespoke solutions that are a win win for both partner and vendor.

Much of the data in this presentation is from the 2019 partner transformation study, which was made up of 504 channel partner telephone interviews, representing a wide range of partner types, sizes, and business models.


  • 28 slides

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