target audience: TECH SUPPLIER  Publication date: Oct 2022 - Document type: Special Study - Doc  Document number: # CA49763522

Canadian Channel in Transition 2022


  • Heli Shah
  • Dave Pearson Loading
  • Jason Bremner Loading


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This IDC study details how the Canadian IT distribution channel ecosystem is undergoing a transition in 2022 to increase its value and relevance to Canadian end-user organizations as well as vendors. The ecosystem is growing its offerings, especially in terms of anything-as-a-service and cloud offerings, and is increasing its revenue from a variety of business models and go-to-market strategies while also narrowing its focus with vertical and functional specializations. Digital transformation is more important than ever to Canadian organizations and thus requires greater investment and focus from the channel. The channel ecosystem is growing in complexity, with a great deal of overlap between channel networks.

"Simplifying and de-risking not only IT decision making but also the sales and implementation process is critical to channel partners' success," says Jason Bremner, research vice president of Industry and Business Solutions, IDC Canada. "Doing so while providing industry knowledge and deep technical expertise is key to increasing deal sizes and recurring revenue, customer loyalty and engagement, and ultimately profitability and business value."


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