This IDC Market Perspective discusses the partner panel portion of IDC's Software Channel Leadership Council held June 5, 2019, in San Mateo, California. Software development is becoming a key activity for partner differentiation, regardless of partner business model. Partner efforts to produce more and more IP is a result of several factors, but chief among them is to drive greater customer value and relevance. Partners that perform software development activity rely on vendors to provide a few key attributes in their programs, including marketing enablement, marketplace access, field sales engagement, and dedicated partner account managers.
"Software development and partners that perform this activity are a key component in the success of software/SaaS/PaaS vendors in expanding customer value and market share." — Paul Edwards, director, Software Channels and Ecosystems at IDC