Summary
This IDC Market Perspective discusses digital transformation, which has moved the industry from basic hardware sales to software sales and from support services to value-added services developed from a partner's specialized intellectual property. Revenue shares have followed a similar trajectory, moving from traditional resale business models to digital solutions, including automation and artificial intelligence. Vendors have begun to transform their programs to accommodate a renewed route to market."IDC research shows that partners display a broad spectrum of factors they expect from a strategic vendor. Partners depend on multiple support elements of a vendor program aimed at helping them become more effective at winning in a digital-first world." -- Jeff Newton, director, Infrastructure Channels and Ecosystems at IDC
