2019 US Channel Partner Trends Survey

2019 US Channel Partner Trends Survey

Techaisle Reports are available for a fee, either individually or as part of Techaisle's annual subscription services. Table of contents of the report for review can be downloaded below


Channel transformation, challenges, strategies
Forces shaping channel transformation
Transformation driving new customer & channel asks
Channel specializing and segmenting
12 imperatives for channel transformation and timeline
Transformation Importance vs Urgency
Current status of channel partner transformation
Current status of cloud channel’s management practices
2019 Top Channel Partner Business Issues
Long-term channel partner growth strategy
Channel Partners 2019 revenue changes
Channel Partners 2018 revenue breakdowns
Channel Partner Resource Allocation for 2019
Technical Expertise of Channel Partner Staff
Technical Expertise of Channel Partner Staff – by type of channel partner
Collaboration within partners
Channel partner sales evolution
Channel customers’ important technology requirements
Channel partners’ target positioning
Channel partner expectations from vendor channel chiefs
Single most effective way a vendor can drive innovation in its partner program

How does the channel market & sell?
Preferred sales models
Channel Partners: Preferred method of selling
Best-of-Breed vs. Single-Vendor Solutions
Type of Relationship of Channel Partners with Customers
Reasons why customers select a channel partner
Key sales messages used by channel partners
Most effective methods of lead generation for channel partners
Digital marketing initiatives

What are channel expectations from vendors & distributors?
Average no. of vendor partnerships
Important Criteria for channel partners for partnering with vendors
Importance of different types of vendor incentives
Importance of vendor certifications
Leveraging Distributor relationships - Value-added distribution services that enhance partner cloud portfolios
Important Sales and Support Factors from Vendor Partner
Vendor guidance required in offering technology solutions: what partners want
Type of Vendor Help Needed to sell Cloud Solutions

What are channel’s current and planned technology solution offerings?
Current & Planned Technology Solution Offerings
Percent channel partners expecting revenue changes by type of offering: Anticipated revenue impact of major solutions
Cloud: Primary service offering from partners acting as CSBs
Currently & planned digital transformation offering
Integration initiatives currently implementing or planning to implement
Current & planned Orchestration and Automation services
Current & Planned Cloud Solution Offerings
Biggest Cloud Competitors of Channel Partners
Channel Partners Success with Cloud Solutions offering and business model
Channel Partner Self Identification: Cloud Builder vs. Reseller vs. Provider
Current & Planned Managed Services Offerings
Channel Partners offering Managed Services
Revenue types for MSPs
Channel Partners Success with Managed Services offerings and business model
Channel challenges in selling managed services
Managed services - Key reasons for customers to acquire managed services
Channel partners offering on-site break-fix support
Important features of managed services solution platform
Current & planned Managed security services
Data protection needs of customers and security opportunities


Primary research was conducted among senior decision makers within US-focused channel partners from Techaisle network of 225K channel partners spread across 20+ countries. A 30 minute questionnaire was administered to each respondent


The report is delivered in PowerPoint format


The report is priced at US$9500

Research You Can Rely On | Analysis You Can Act Upon

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