Abstract
This IDC study provides insights into the Australia and New Zealand (ANZ)
security channel partner management and engagement by providing profiles of a
sample of security vendors' local channel partner management strategies and
programs. Moreover, the study discusses how to engage with the channel partner
community in ANZ more successfully. The study further discusses the importance
of and reliance on the channel partner community for security vendors in the
ANZ market.
"Partners are at the frontline in understanding the customers as they face the
customers and often own the client relationship. This is particularly true in
the small and medium-sized business (SMB) market. The high number of SMBs in
the ANZ market makes it vital for security vendors to build robust partnering
strategies and ecosystems in order to gain and maintain market share," says
Patrik Bihammar, senior analyst, Security Solutions, IDC Australia and New
Zealand.
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