This IDC Market Presentation discusses the changes vendors need to make to their partner programs to get the most value from their channels in the digital economy. In reaction to changing customer demand, partners are innovating and providing bespoke solutions that help their 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. In the 2019 partner transformation study, 58% of partners' revenue was from their own IP. Vendor's partner programs, which have traditionally focused on selling more vendor products, no longer supports the new partner business models.
This document discusses specific areas that partner programs need to change with a focus on customer satisfaction (CX), enabling partners to create solutions that meet each customer's specific needs, partner maturity with this new model, and create approaches to better take advantage of partners IP.
Most 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.