idc partnering practice
TRANSCRIPT
IDC Partnering Practice
2© IDC |
IDC uses cases can be applied across the end-to-end business lifecycle
• Guide Investment• Shape Portfolio• Focus Industry Strategy• Assess Partner Ecosystem
Where is our opportunity?
Custom Analytics, Buyer Behavior
• Build account roadmaps• Engage in outcome-based
conversations• Educate sellers/partners• Identify, evaluate and
recruit partners
How dowe activate sales?
Partnering, Sales Enablement
• Tailor messages to audience• Create marketing assets• Prioritize offerings by vertical• Position partner outreach and
content
What willInfluence the market?
Thought Leadership, Business Value, Licensed & Customized Content
Plan Market Sell
3© IDC |
IDC’s Partnering Practice provides actionable partner intelligence and tools to help companies design, develop, and manage successful partnering programs.
IDC Partnering Practice Portfolio
Partner Enablement
Partner Insights
Channel Industry Best Practices
Competitive Channel Insights
Partner Program Validation
Routes to Market & profitability Analyses
Partner Success InfoBriefs
Business Transformation eBooks
Ecosystem Footprint Infographics
Partner Interactive Content
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Partner Enablement
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Partner Ecosystem Footprint Partner Enablement Example
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Partner Success Guides
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Business Transformation eBooks
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Digital Transformation Series 2018
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Partner Marketing Content Programs
Infographic
Video
Blog
March
April May
June July
WebsiteGated to Download
Blog site
TwitterTweeteBooks Rolling Release
10© IDC |
Partner Marketing Content Programs
eBook Infographic
Blog
Presentation / Panel
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Interactive Content
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Strengthen Your Content Engagement SuccessIDC’s Performance Marketing Insights (PMI)
We have a mutual interest in successful campaign outcomes… yet quality content from IDC does not self promote…
• Paid, Earned & Owned Strategies
Microsoft & IDC Develop a “Performance Marketing Success Framework”
• Target Audience • Traffic Generation • Other Communications
• Plan to measure IDC content success
Campaign Review Insights & Recommendations on Campaign Plan:
Microsoft Executes on its Campaign Plans
Maximum Content Value – Optional IDC Tracking & PMI Report
1
2
3
4
Digital Audience Visibility
Content Deployment Success
“ “
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Partner Insights
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Partner Program Validation
Channel Framework
Technology/Solutions
Messaging/Demand
Infrastructure/Process
Competency
FinancialResources
TechnicalResources
SalesResources
PartnerDevelopment/Relationship
MarketingResources
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Channel Industry Best Practices
Cloud Journey Framework: Expand
CustomerGoals
• Master the solution• Move from pilot to production• Consider adding new functionality and user
groups
PartnerGoals
• Provide best practices to drive success and business value
• Identify internal champions and connect them to potential users
• Leverage service, support, sales, and marketing to cross-sell and up-sell
Evaluate
Purchase Expand
Renew
AdvocacyExplore
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Competitive Channel Insights
51%
Vendor PrimaryHardware Partners
46%
Cisco Facts
In2014
In2018
35%
Vendor PrimarySoftware Partners
In2018
Partner resale ratios highest for those partners associated with X and Y.
XYZ partners close to the average in resale ratio, but below 50% - development of business focus mix. XYZ partner resale ratio was 10% higher last year (52%).
Note: respondents by vendor include all partners that resell that vendor’s products/services.
33% 34% 36% 41% 42% 42% 42% 43% 43% 43% 46% 50%41%
67% 66% 64% 59% 58% 58% 58% 57% 57% 57% 54% 50%59%
Total Average
Resale Ratio
Non-Resale
Resale
IBMn=161
NetAppn=40
Vmwaren=152
Microsoftn=116
HPn=217
Symantecn=140
Oraclen=63
DellN=87
CiscoN=188
BrocadeN=128
GoogleN=78
EMCN=74
TotalN=500
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Channel Industry Best Practices
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Partner Profitability Benchmarking Partner Insights Example
Vendor X partners derive 44% of their revenue by offering XYZ services (both their own and other vendors). IDC believes this proportion to grow as the proliferation of enhanced managed XYZ services begin to emerge around mobile, cloud, and IoT.
Non-Resale: 46%Created XYZ
Services Software Hardware
26%
12% 8%$
Resale: 54%Resale XYZ
Services Software Hardware
18%21%
15%
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TestimonialsRelevant. Impactful. Actionable
This is a fantastic piece of work, congratulations to the team and IDC. I spoke to a US partner with 100 employees today who was considering getting their gold competency off the strength of this work, great messaging and clarity so really recommend you get up to speed on this if you haven’t done so already.
— Paul Lee, Partner Marketing Director, Worldwide Partner Group, Microsoft
Thanks for sending us your report, it was great and informative , we do appreciate your analysis …
— Saber Abdul Razek, CEO, Kn. Bridge Solutions
We highly value the report findings and use them a comparison for current performance and future planning.
— John Eskel, Eskel Porter Consulting, President
Very much to the point, covering the issues we encounter as a partner, the neutral honesty expressed by IDC which gave high credibility to your talk, the potential immediate applicability of your thoughts and recommendations to our company.
— Alain Fastre, Strategic Alliances, SMART Technologies
Do you realize what you've released on this end? We are heavily using this data...IDC research went from interesting and helpful to critical! ...I am meeting with SAP, IBM...Oracle - as a result of the work you've done for us. Thank you.
— Johnson Controls, Inc.
© IDC
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For More InformationDaniel O’Boyle [email protected]