IDC's Infrastructure Channels and Ecosystems service offers intelligence and expertise to help vendors design and implement effective channel strategies to drive successful relationships with the spectrum of partner businesses (VARs, SIs, MSPs, DMRs, etc.). This service identifies and analyzes key industry trends and their impact on channel relationship drivers and channel partner business models. This helps channel executives develop and fine-tune their programs and strategies and those tasked with growing the channel or with focusing on a specific customer segment or vertical. Subscribers are invited to IDC's semiannual Infrastructure Channel Leadership Council, where IDC and channel executives present and discuss key industry issues.
- Channel program design, implementation, and management best practices
- Channel partner profile and vendor target market requirements
- The changing role of distribution
- Infrastructure channel market impact and revenue flow
- Impact of market and technology trends on the infrastructure channel
- Assessment of existing infrastructure channel structures and strategies
- Channel partner value evolution and emerging channels
- Direct Versus Indirect Infrastructure IT Spending Forecast
- Emerging Channels and Trends in the Infrastructure Ecosystem
- Services Value in the Channel
- Infrastructure Vendor Channel Strategies
- Impact of the 3rd Platform on the Infrastructure Channel
In addition to the insight provided in this service, IDC may conduct research on specific topics or emerging market segments via research offerings that require additional IDC funding and client investment.
- How should infrastructure vendors utilize an appropriate channel mix that plays to their strengths while leveraging knowledge of how their customers prefer to buy?
- How will infrastructure vendors optimize channel relationships during periods of market disruption?
- What are the emerging channels, and what changes will infrastructure vendors be expected to make to be successful?
- How will infrastructure vendors manage to elevate the channel from business operations to a strategic asset?
- Can the channel create and capture new business with higher-value services?
- How can the channel own more of the customer account, and how can the vendor assist them?
IDC's Infrastructure Channels and Ecosystems service examines how channel specialists are positioning themselves to compete in the infrastructure market. This service reviews strategies, market positioning, and the future direction of infrastructure vendors and their channels (i.e., direct, indirect, influence, two-tier, and agent). Companies analyzed include, but are not limited to:
Acer, Apple, Arrow, Avaya, Avnet, Brocade, Canon, Cisco, Citrix, Dell, EMC, Epson, Extreme Networks, F5 Networks, Hitachi Data Systems, HP, IBM, Ingram Micro, Intel, Juniper, Lenovo, Lexmark, Microsoft, NetApp, Oracle, Ricoh, Sharp, Sony, SYNNEX, Tech Data, Toshiba, VMware, Westcon, and Xerox.
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