This IDC Market Perspective analyzes the evolving roles of distributors, VARs, and global systems integrators (GSIs) in the Asia/Pacific technology channel landscape. Amid economic volatility and shifting enterprise buying patterns, partners are accelerating their shift toward value-led services, vertical specialization, and AI-enabled transformation. Based on IDC's 2024 Asia/Pacific Partner Survey and ongoing field intelligence, the report highlights key partner trends, strategic shifts in go-to-market (GTM) execution, and vendor imperatives for cocreating scalable, regionally-aligned ecosystems in 2025 and beyond."In 2025, channel leadership in Asia/Pacific will be defined not by scale or incentives, but by a vendor's ability to cocreate value, embed in partner-led delivery, and enable execution at the edge, in which customer outcomes are won or lost," says Sheena Wee, senior research manager, IDC Asia/Pacific and Ecosystems Strategies.
Executive Snapshot
New Market Developments and Dynamics
Channel Outlook and Business Priorities
Distributors: From Fulfillment Engines to Strategic Aggregators
VARs: Vertical Expertise and Managed Services Momentum
GSIs: Coinnovation and Ecosystem-Led Growth
Advice for the Technology Supplier
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