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Infrastructure Channels and Ecosystems

IDC's Infrastructure Channels and Ecosystems service offers intelligence and expertise to help vendors and distributors design and implement effective channel strategies to drive successful relationships with the spectrum of resale and agent partners that form their channels of distribution. The SIS covers partners' activities including technology consulting, ongoing managed and hosting services, product and services development, and integration of products and services into complete solutions. This service identifies and analyzes key industry trends and their impact on the vendor – channel relationship and channel partners' business models. Vendors that offer IaaS, PaaS, infrastructure hardware, telecommunications, hosting, and other forms of infrastructure through indirect channels are covered. This service helps channel executives develop and fine-tune partner programs and strategies, and it enables those tasked with growing the channel or a specific customer segment to make better informed decisions. Subscribers are invited to IDC's semiannual Infrastructure Channel Leadership Council where IDC and channel executives present and discuss key industry issues, providing a unique opportunity for clients to interact with analysts and peers.


Markets and Subjects Analyzed

  • The channel partner transformation necessary to deliver digital transformation to end customers
  • Channel partner needs and requirements to succeed in a 3rd Platform/digital transformation world
  • Channel program design, implementation, and management best practices
  • The value of partner enablement and solution reference architectures/blueprints
  • The changing role of distribution
  • The impact of market and technology trends on the infrastructure channel
  • Channel partner value evolution and emerging channels
  • Expanding the channel to include telecommunications and OT companies and their partner ecosystems
  • Channel partner profile and vendor target market requirements

Core Research

  • Direct Versus Indirect Infrastructure Hardware and IaaS IT Spending Forecast
  • Emerging Channels and Trends in the Infrastructure Ecosystem
  • Services Value in the Channel
  • Infrastructure Vendor Channel Strategies
  • The 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.


Key Questions Answered

  1. How should infrastructure vendors and distributors enable partners to deliver complete solutions quickly while meeting customers' demands for price and reliability?
  2. How will infrastructure vendors optimize channel relationships during periods of market disruption?
  3. What are the emerging channels and routes to market, and what changes will infrastructure vendors need to make to be successful?
  4. How will infrastructure vendors/distributors manage to elevate the channel from business operations to a strategic asset?
  5. How can the channel create and capture new business with higher-value services?
  6. How can vendors and distributors enable their partners to better leverage the opportunities of digital transformation?

Related Links


Meet the Experts
Pam Miller

Director, Infrastructure Channels Research

Steve White

Program Vice President, Channels and Alliances