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Partner Planning for the Cloud

Partner Planning for the Cloud

This IDC study discusses IT vendors' need to enable their channel partners to develop business plans for the cloud. It looks at typical partner planning pitfalls, provides guidelines for partner planning, and advises vendors on which partners to prioritize for enablement investments. Vendors need their best solutions providers to make the transition, but most traditional partners have little experience planning change. Transition to the cloud requires partners to rework many or all of their business functions, leaving partners with a planning skills gap.

"This planning process does not have to be the time-consuming, painful process so many of us think of when we hear 'planning.' It can be a streamlined, high-level plan that simply sets the framework or direction for the company." — Pam Miller, director of Partnering Research at IDC

Please Note: Extended description available upon request.


IDC Opinion
In This Study
Methodology
Situation Overview
Cloud Is a Disrupter
Not an Easy Task
Limited Planning
Partner Pitfalls
Asking for Help
Inhibitors to Long-Term Planning
Planning Guidelines
The Planning Process
Planning Example — V2MOM
Rules for Partners to Govern By
Success Starts with the CEO
Find a Specialization
Visions Must Adapt for Market Changes
Establish a Separate P&L
Set Staffing Ratios Based on Your Goals
Invest Enough in Marketing
Don't Compromise for One Customer
Manage with Cloud KPIs
What Characteristics Predict Partner Success
Enablement Programs
Following Through
Microsoft Cloud SureStep
Future Outlook
Essential Guidance
Learn More
Related Research
Synopsis
Table: Partner Transformation
Figure: Best Partner Prospects
Figure: The Transformation Life Cycle
Figure: Microsoft Cloud SureStep

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