2021 US Channel Partner Trends
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Coverage
Key findings
Key Findings – Challenges, Sales
Key Findings – Cloud, Managed Services, Digital Transformation
Key Findings – Sales models, incentives, vendor wants and needs
Channel Challenges and Strategies
Channel Partner Business Issues being addressed for the next 1 year
Channel Partners revenue breakdowns
Channel Partners revenue changes
P2P Collaboration within partners
Technical Expertise of Channel Partner Staff
Long-term channel partner growth strategy
Channel partner sales evolution
Investment priorities for revenue growth
Channel Partner Resource Allocation for the next 1 year
Channel Marketing & Sales Strategy
Preferred sales models
Channel Partners’ Preferred method of selling – vendor branded or partner branded
Multi-vendor vs. Single-Vendor Solutions
Type of Relationship of Channel Partners with Customers
Reasons why customers select a channel partner
Reasons why customers select a channel partner – by partner business model
Key sales messages used by channel partners
Key sales messages used by channel partners – by size of partner
Most effective methods of lead generation for channel partners
Digital marketing initiatives
YoY change in lead generation and digital marketing initiatives
Channel customers’ important technology requirements
Channel partners’ target positioning
Customers’ preference for financing for technology acquisition
Channel Expectations from Vendors & Distributors
Number of customers and vendor partnerships per channel partner
Important Criteria for channel partners for partnering with vendors
Channel partner expectations from vendor channel chiefs and partner account managers
Importance of different types of vendor incentives
Leveraging Distributor relationships - Value-added distribution services that enhance partner cloud portfolios
Important Sales and Support Factors from Vendor Partner
MSPs: Important Sales and Support Factors from Vendor Partner
VARs: Important Sales and Support Factors from Vendor Partner
CSPs: Important Sales and Support Factors from Vendor Partner
Consultants: Important Sales and Support Factors from Vendor Partner
SIs: Important Sales and Support Factors from Vendor Partner
Channel current and planned technology solution offerings
Current & Planned Technology Solution Offerings
Percent channel partners expecting revenue changes by type of offering
Status of Current & planned digital transformation offering
Channel Partners Success with Cloud Solutions offering and business model
Channel Partners Success with Managed Services offerings and business model
Change in percent partners achieving “Very successful” status in cloud and managed services business
Primary strength of cloud channel partners
Primary service offering from cloud partners
Current & planned Orchestration and Automation services
Planned opportunity for differentiation in cloud
Hybrid and private cloud platforms’ expertise and use of cloud management solutions
Cloud business planning practices being used by channel partners
Biggest Cloud Competitors of Channel Partners
Integration initiatives currently implementing or planning to implement
Perception of opportunity in security trends
Methodology
A total of 940 unique channel partners completed the survey
A 30 minute questionnaire was administered to each channel partner
Respondents were Senior Decision Makers within the Channel Partner Organization
Deliverable
The report is delivered in PowerPoint format
Pricing
The report is priced at US$9500
