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Partner Transitioning to Transformation Phase I: Stabilize Primary Revenue Streams

Partner Transitioning to Transformation Phase I: Stabilize Primary Revenue Streams

Over the past 18 months, IDC has conducted extensive research within the Asia/Pacific (excluding Japan) (APEJ) region into the partner ecosystem. This set of market perspective papers highlights the key transformation areas that partners are struggling with and provides prescriptive guidance on the next steps around what should be reviewed and done. Nigel Parsons, research director, IDC Asia/Pacific Cloud Partner Programs, states, "By taking this transitional approach, this IDC guidance serves to meet the needs of the partner by not insisting on large upfront investments to achieve growth with new market opportunities." This first part of a series of papers aims to target the existing market by stabilizing the key revenue generators and increasing profitability at minimal cost. Partners must then balance this guidance against ingrained cultural aspects of their business.


Executive Snapshot
Situation Overview
Overview
Customer Relationship Management
A Single Element of Truth
Forecasting on Demand
Simplicity for Salespeople
Configurator
Bundling Solutions
Consistent Pipeline Management
Deal and Discount Management
Reduction of Customization Effort
Eliminate Free Support Work
Sales and Compensation
Advice for the Technology Buyer
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