2020 US Channel Partner Trends Survey

2020 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

Coverage

Key findings
  Key Findings – Challenges, Sales
  Key Findings – Cloud, Digital Transformation
  Key Findings – Sales models, incentives, vendor wants and needs

Channel Challenges and Strategies
  Top 10 Channel Partner Predictions
  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 864 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$11500

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