Abstract
This IDC study provides guidance to vendors in their pursuit of partnering the right channels and
evolving their partnering programs to keep up with ever-changing channel models and customer
purchasing behavior. IDCs Channel Management Best Practices brings together internally developed
models and industry thought-leadership from the best programs the vendor community has to offer.
"Technology commoditization and increased operational efficiency has reduced the parity
between industry leaders. The only clear differentiator lies in a vendors ability to achieve two
objectives. First, the selection of the right partners to work with (coverage model); second, the
effective leveraging of their intrinsic value through the implementation of a flexible but
exhaustive partnering program which encompasses and incorporates the coverage model guidelines as
well as builds continual satisfaction and loyalty among partners through its other program
elements," says Sureshpal Singh, manager, Partnering and Alliances Research, IDC Asia/Pacific.
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