EXECUTIVE Snapshot

New Market Developments and Dynamics

Introduction to IDC's Partner Advisory Board

Key Challenges for European Partners

Risk of Single-Vendor Focus and Diversification

Complexity of Vendor Relationships

Partner Incentives and Impact on Behavior

Accessing and Owning the Customer

Partner Transformation and Cost to Drive Innovation

Skills and Diversity

Advice for PARTNER-FOCUSED VENDORS

Promote Partner Diversification

Focus on Providing a Positive Partner Experience

Design Incentives to Drive the Right Behavior in the Partner Ecosystem

Help Partners Access Large Accounts and Promote a Unified Value Proposition

Support Partners in Their Transformation Efforts to Grow via Innovation

Invest in Enhancing Partner and Industry Skills and Talent Acquisition

Conclusion

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Related Research

Synopsis