Solving the Partnering Puzzle - Selecting the Right Partners and Architecting a Successful Partner Program

Table of Contents

• Table of Contents
• IDC Opinion
• In This Study
  • Self-Assessment Tool
  • Executive Summary
• Situation Overview
  • Partner Selection
  • The Need to Rethink Partner Programs
• Future Outlook
  • Selecting the Right Partners and Putting Together a Coverage Model
  • Figure: IDCs Partner Selection Framework
    • Building a Complete Roster of Current and Prospective Partners
    • Applying Partnering Economics
    • Figure: Economic Value Segmentation
    • Ensuring Customer Fit and Satisfaction
    • Figure: Customer Preferences Versus Channel Capabilities Example
    • Assessing Technology Expertise
      • How Sophisticated Are Our Products?
      • Figure: The Product-Channel Fit Model
      • Are the Benefits Obvious?
      • Is the Customer Investment High?
      • Are Project Pricing Agreements Complex?
    • Business Congruence
    • Bringing the Coverage Model Together
    • Figure: Market Coverage Dimensions
      • The Balanced Market Coverage Model
      • Figure: Balanced Market Coverage Model
  • Architecting Successful Partner Programs
  • Figure: IDCs Partner Program Model
    • Core Partner Program
      • Trends
      • IDC Measurement Dimensions
      • Table: Core Program Elements
    • Typology
      • Trends
      • IDC Measurement Dimensions
      • Table: Typology Program Elements
    • Training and Certification
      • Trends
      • IDC Measurement Dimensions
      • Table: Training and Certification Program Elements
    • Support
      • Trends
      • IDC Measurement Dimensions
      • Table: Support Program Elements
    • Infrastructure
      • Trends
      • IDC Measurement Dimensions
      • Table: Infrastructure Elements
    • Marketing/Communications
      • Trends
      • IDC Measurement Dimensions
      • Table: Marketing/Communications Program Elements
    • Coverage Model
      • Trends
      • IDC Measurement Dimensions
      • Table: Coverage Model Program Elements
    • Technology Integration
      • Trends
      • IDC Measurement Dimensions
      • Table: Technology Integration Program Elements
    • Tactical Initiatives
      • Trends
      • IDC Measurement Dimensions
      • Table: Tactical Initiatives Program Elements
    • Vendor Professional Services
      • Trends
      • IDC Measurement Dimensions
      • Table: Vendor Professional Services Program Elements
• Essential Guidance
• Learn More
  • Related Research
  • Synopsis