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Channel Partner Business Model Evolution in the United Arab Emirates — Part 1

Publisher IDC
Published Mar 31, 2023
Length 14 Pages
SKU # IDC17840641

Description

Channel Partner Business Model Evolution in the United Arab Emirates — Part 1

As part of its Middle East, Türkiye, and Africa (META) IT services research program, IDC decided to compile a number of reports to shed light on channel-partner-related developments in certain countries across the region. This IDC Market Perspective examines developments in the UAE's channel partner ecosystem in detail. It is aimed at increasing the understanding of channel partner business performance, revealing the key factors impacting channel partners' economic outcomes, and providing insights into channel partners' future transformation strategies, vendor relationships, and customer interactions."As organizations in the UAE strive to differentiate themselves and thrive in the 'as-a-service' tech economy, they focus increasingly on building a sustainable digital business with innovation and agility at its core. To satisfy evolving customer demand, organizations in the UAE's channel partner ecosystem should transform their technology portfolio and business processes. Cloud infrastructure and software, as well as consulting and managed services, were highlighted as areas offering opportunities for revenue and profit maximization, while data- and AI-related capabilities are seen as future revenue drivers by many channel partners in the UAE. Moving forward, many channel partners in the region will focus not only on portfolio evolution but also on restructuring their organization. This will allow them to deliver longer-term value to customers, based on a more flexible commercial model." — Associate Research Director Melih Murat, IT Services and Software, IDC META

Please Note: Extended description available upon request.

Table of Contents

14 Pages
Executive Snapshot
New Market Developments and Dynamics
Introduction
Impact of the Looming Recession on Technology Spending in the UAE
Channel Partner Ecosystem Dynamics
Evolution of the Channel Partner Business Model
Distributor Perspective
Shift to the Tech-as-a-Service Economy
Country-Specific Import Requirements
Support for Channel Partner Go-to-Market Strategies
Channel Partner Challenges in the UAE
Partner Portfolio Transformation to Meet Digital Business Requirements
Hiring Priorities
Advice for the Technology Supplier
Advice for Vendors
Enable the Partner Shift to the As-a-Service Model — Both Commercially and Portfolio-Wise
Build Industry Partner Ecosystems to Deliver Differentiated Customer Value
Streamline Partner Management Processes to Reduce Channel Partners' Administrative Workloads
Advice for Channel Partners
Create Strong Connections Between Customer Success Business Unit and Other Units
Invest in Managed Services Differentiation Through Supply Chain Resilience
Accelerate Software Development to Gain a Competitive Edge
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Related Research
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