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Feb 2018 - Market Presentation - Doc # US42632118

Infrastructure Channel Leadership Council Content, CY 1Q18

By: Pam MillerDirector, Infrastructure Channels Research

On-line Presentation


This IDC Market Presentation shares insights presented at the December 2017 Infrastructure Channel Leadership Council. It discusses how digital transformation (DX) is driving change in the channel partner community in response to end customers' changing demands. Traditional channel partner types including reseller, value-added reseller (VAR), systems integrator (SI), independent software vendor (ISV), and managed service provider (MSP) are going away, and now most partners are doing all activities including resale, integration, managed services, and development. We also discuss the recent IDC research that indicates that 61% of infrastructure partners revenue is generated from their own intellectual property (IP) rather than from resale of vendor products. This fact, and that partners are doing all activities, changes how vendors need to interact with partners and what programs they provide them. The IP agenda for partners is moving toward three partner IP gravity centers:

  • Software or product builders
  • Reusable IP driven consulting/professional services
  • Managed/cloud services

We discuss that the partner ecosystem is already starting to segment by these gravity centers based on which of the three represents the greater portion of a partner's non-resale revenue.


  • 42 slides

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