In This Study Situation Overview Future Outlook 1. As Customer Requirements Become More Complex, and Vendor Product Portfolios Expand Through Acquisition, Vendors Will Heavily Encourage and Incent Partners to Sell Across the Stack2. Vendors Will Introduce Formal, Structured, and Managed Partner-to-Partner Networking Programs Rather than Rely on Third Parties or the Partners Themselves to Form Associations3. Vendors Will Take Major Steps to Simplify Partner Programs and Operations4. Recognizing the Importance of the App Store as a Route to Market, Technology Vendors Will Include a Professionally Managed Marketplace as a Primary Benefit of the Partner Program5. Partner "Influence" Will Replace "Resale" as the Primary Metric for Measuring Success in the Channel6. Revenue Growth by Partners Will Begin to Be Added as a Standard Criterion for Moving Up the Tiers in a Partner Program7. The Roles of the Partner Account Manager and Strategic Alliance Manager Will Be Clearly Defined and Measured as Unique and Separate from Other Sales Roles, Elevating Them Out of a Second-Class Status in the Sales Organization8. The Need to Attract Developers to Vendors' New "X as a Service," Mobility, and Other Platforms Will Create an Avalanche of Competitions, Prizes, Games, and Lotteries as Vendors Use Cash to Grab the Attention of the Development Community9. Leading Vendors Will Double Down in Emerging Market Ecosystems, and Conversely, Leading Emerging Market Vendors Will Look Back at Traditional Markets for Opportunities10. Global Systems Integrators Will Enter Net-New Businesses to Ensure a One-Stop Shop for (and Enable Control of) Their CustomersEssential Guidance Learn More Related ResearchSynopsisTable: IDC's Software Channel and Alliances 2011 Top 10 Predictions
Worldwide Software Channel and Alliances 2012 Top 10 Predictions
This IDC study presents IDC's top 10 predictions for the software channels and alliances market for 2012.
"2012 will be a year of stabilization and steady growth for technology partners," said Darren Bibby, program vice president, IDC Software Channels and Alliances research. "Vendors are simplifying program requirements and benefits, making it easier for partners to understand what is really required to move ahead and grow their business. It's not about reducing the requirements but making them meaningful."