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TECH SUPPLIER Apr 2019 - IDC Survey Spotlight - Doc # EUR145005219

Are Service Providers More of a Sell-To, Sell-With, or Sell-Through Channel for Vendors in EMEA?

By: Rory DuncanResearch Vice President , Cloud Service Providers, Margaret AdamAVP, European Services, Channels and Alliances Ecosystems

On-line Presentation


This IDC Survey Spotlight examines the increase in sell-to, sell-with, and sell-through opportunities for technology vendors in EMEA. Data from IDC's 1Q18, 2Q18, and 3Q18 Service Provider Pulse Surveys is included. Survey respondents include service providers in the U.K. and Germany, which were asked about their plans to increase their activities in six different routes to market over the coming 90 days.

"When we looked at the results of the studies over three consecutive quarters, it became clear that service providers in EMEA manage a complex mix of buying, solution selling, and reselling activities with technology vendors," said Margaret Adam, associate vice president, European Services, Channels, and Alliances programs at IDC. "The ability to flexibly blend three approaches enables service providers to tackle client's digital transformation requirements in the way they want to engage. Flexibility in programs, incentives, and enablement is key to working with service providers and vital for the health of the wider European IT channel."

"Globally, we've seen a steady increase over the last year in the number of service providers looking to resell directly from technology vendors," said Rory Duncan, research vice president, Cloud Service Providers at IDC. "Seasonal factors create fluctuations in spending patterns and solution creation plans, but EMEA also follows this trend as new managed service providers and cloud specialists start to forge closer, often more direct, partnerships with vendors."


Subscriptions Covered

Cloud Pulse 2019: Platinum , European Channels and Alliances

Regions Covered

Western Europe

Topics Covered

Partner business model

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