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Understanding the Canadian Channel Partner LandscapePublished by: IDC Published: Dec. 22, 2006 - 14 Pages Table of ContentsTable of Contents IDC Opinion In This Study Situation Overview Partners Come in Many Forms Figure: The IDC Partner Segmentation Model Revenue Mix Differs by Partner Type Figure: Proportion of Total Revenue by Partner Type Figure: Products and Services Reselling by Partner Type Figure: Integration of New/Existing Systems is a Core Service Activity Partners Rely on Existing Relationships for Sales Engagements Figure: Proportion of Engagements by Partner Type Figure: Collaboration with Suppliers in Solution Delivery by Partner Type Figure: Management of Accounts by Partner Type Future Outlook Channel Partners Seek Vendor Relationships That Can Expand Their Reach Figure: Partnering Objectives by Partner Type There Is Room for More Vertical Segmentation in the Partner Ecosystem Figure: Vertical Markets Targeting by Partner Type Figure: Top 5 Targeted Vertical Markets by Partner Type Figure: Government the Most Targeted Vertical Market Partners Look for Value-Added Programs in Their Vendor Relationships Figure: Integration The Biggest Driver of Business Activity Among Partners Essential Guidance Vendors Need to Play an Active Role in Their Partnerships Learn More Related Research IDC Research Non-IDC Research Synopsis AbstractThis IDC study examines the anatomy of channel partners in Canada as well as the state of current vendor-partner relationships. This IDC Canada research and analysis yields valuable insight, prediction, and prescription for vendors on how to grow and sustain meaningful, accurately aligned relationships with VARs, product-oriented, service-oriented, and logistics-oriented partners. "Vendors should help partners segment and attack their target buyers as an extension of the vendor's segmentation strategies. Aligning with organizations that have a similar set of interests and focus is a natural first step in finding the right partners." ? Ricky Mak, Associate Analyst, Customer Segments Get Full Details About This Report >> |
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