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Table of Contents

Executive Snapshot

Figure: Executive Snapshot: Key Takeaways and Recommended Actions

New Market Developments and Dynamics

2017 Channels and Alliances Predictions Review

Table: IDC's 2017 Channels and Alliances Predictions

2018 Predictions

1. DX Ecosystem Magnifies Value and Behavior

By 2021, 50% of G2000 Will Form Alliances with Technology Partners and 30% of Purchasing Will Be Driven Primarily Through Strategic Industry and Innovation Ecosystems

2. Partner's Own IP Will Dominate

By 2020, Partner IP Will Define Partner Business Models — It Will Be the Dominant Driver of Most Partners' Revenue and Profitability

3. Partner to Partner Will Finally Come of Age

By 2020, Partner-to-Partner Collaboration-Driven Initiatives Will Account for at Least 30% of Revenue Generated Among Leading Cloud Partners

4. Distribution Becomes Critical for Success

By 2020, Cloud Aggregators (Including Distributors) Will Touch Over Half of Indirect Sales, Up from Our Current Estimate of 45%

5. Land Grab for Compliance Partners

By 2020, Partners with the Necessary IP to Manage Services in Compliance (Notably GDPR) Will Be the Preferred Go to Market for ISVs and Cloud Providers Needing Local Delivery Partners — Demand Will Exceed Supply

6. Marketplace Value Expanding Exponentially

By 2020, Marketplaces Will Become the De Facto Ecosystem Hub (Partner, End Customer, and Vendor) and Technology-Buying Platform

7. IoT Becomes Traditional Partners' Mainstay

By 2020, More Than 70% of Infrastructure-Centric Partners Will Become Involved with IoT in Edge Deployment, and Over the Next 36 months, There Will Be a Massive Acceleration in Formal Alliances and Partnerships Between These Partners and the OT Providers

8. Solutions Become Central to Customer Success

By the End of 2019, New Ecosystem Solution Architectures Will Emerge

9. M&A Activity Will Surge in the Channel

Over the Next 36 Months, There Will Be a Surge in Acquisitive Activity, Fundamentally Altering the Channel Landscape

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