TECH SUPPLIER Mar 2023 - Market Presentation - Doc # META50457323

Connected Technology Ecosystems, Partner Transformation Strategies, and Vendor-Partner Engagement in the Middle East, Turkiye, and Africa


Ranjit Rajan
On-line Presentation


This IDC Presentation was delivered at the IDC Directions Middle East, Türkiye, and Africa (META) event held in Dubai, UAE, on February 1, 2023. Drawing upon IDC's latest channel research in the META region, this presentation describes connected tech ecosystems and discusses what various stakeholders need to do to transform and adapt to those ecosystems. It looks at what capabilities distributors need to develop, examines how SIs can transform into next-gen partners, and identifies the changes tech vendors need to make to partner engagement strategies to generate greater value from their partners.

"Traditional channel-based partnership models — which are based on the linear flow of products and services from vendors to distributors, partners, and end users — are in rapid decline across the technology industry. New 'connected ecosystems' have emerged wherein tech providers with varied capabilities collaboratively stitch together digital transaction flows and provide digital value to end users. The future will be characterized by connected tech ecosystems in which relationships between interdependent entities — including OEMs/ISVs, distributors, hyperscalers, telcos, systems integrators (SIs), service providers, and end customers — are purposefully established to create business value. This disruption has significant implications for distributor, partner (SIs, solution providers, etc.), and vendor relationships." — Vice President, Research Ranjit Rajan, IDC META


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