TECH SUPPLIER Jan 2020 - Market Perspective - Doc # US45841620

IDC Strategic Alliances Leadership Council Highlights, December 2019

By: Christopher WebberResearch Director, Strategic Alliances, Steve WhiteProgram Vice President, Channels and Alliances

Table of Contents

Executive Snapshot

Figure: Executive Snapshot: Strategic Alliances Leadership Council Highlights, December 2019

New Market Developments and Dynamics

Overcoming Roadblocks to Success

Strategic Alliance Trends and Related Business Implications

Building Alliance Marketing and Sales Initiatives/Programs

Managing Expectations: Two Layers Up and Down

Maximizing the Value of Alliances — Lessons Learned and Panel Discussion

Practical Options in Addressing Alliance Roadblocks

Creating Joint Alliance Metrics, Value, and Compensation Plans

Advice for the Technology Supplier

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Related Research

Synopsis

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