The channel space in Asia/Pacific (excluding Japan) has been receiving significant attention from the vendor community in recent years. With over 78% of products being sold through channel partners, and significant investments being made by each vendor, there is an increasing focus on ensuring vendors that have optimized their partner ecosystem to achieve their business objectives for today and the future. IDC understands that vendors have multiple channel challenges relating to engaging and identifying the right partners, as well as ensuring their channel programs and enablement activities are competitive and meet partner needs. IDC's Asia/Pacific Channels and Alliances research service examines these challenges and provides comprehensive market intelligence for channel executives to develop, implement, and support effective channel strategies and programs to drive successful business outcomes across their partner ecosystem.
Markets and Subjects Analyzed
Overall channel ecosystem and key partner communities:
Systems integrators (SIs), value-added resellers (VARs)
Distributors and resellers
Independent software vendors (ISVs)
Emerging channels/alliances partner types
Geographies: Asia/Pacific (excluding Japan)
Channel strategies and trends:
Role of channel and transformation of GTM strategies
Strategies to address new growth opportunities
Channel engagement trends — sales, marketing, and services
Channel program trends and updates:
Market development initiatives for channels
Capability initiatives and trends
Profitability initiatives including incentives, rebates, and subsidies
Impact of Game Changers (e.g. Cloud, Mobility and Big Data) on the Channel Ecosystem
Partner Programs — the Value, the Strategy, the Solutions
Channel Profitability Study
Country Specific Trends and Insights for Asia/Pacific
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.
Key Questions Answered
What trends are happening in existing partner communities? Who are the emerging strategic channels, and what is the impact on existing partner strategies?
What are other vendors doing to help address their own GTM approach and support of channel partners?
What key insights are there to better optimize my channels strategy for a given country?
What are vendors doing to develop capability, capacity, and commitment with their channel partners?
In which areas of partner programs would channels like the vendors to improve on? What are the most critical elements for partners? And what don’t they value?
Who are some successful partners with new business models or new solutions? How are vendors supporting them?
IDC’s Quantitative Partner Segmentation Grid
Source: IDC, 2011
IDC's Asia/Pacific Channels and Alliances assesses channel pain points and the opportunities available for channel executives to expand their coverage in Asia/Pacific. It also helps IT vendors develop channel strategies and identify best practices that will help them expand their presence and market share in the region. Examples of vendor companies covered include:
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