Partner Professionals Require Analytic Infrastructure to Win Influencer Market Share, According to IDC

FRAMINGHAM, MA – OCTOBER 1, 2001 – According to IDC research, partnerships accounted for more than 35% of all software sold worldwide in 2000, or more than $62 billion. While aggressive growth targets are projected for indirect channel revenue, vendors still struggle to create and execute programs and promotions. IDC cites the following reasons:


· Multiple internal systems with inconsistent, stale, and incomplete partner data

· Constantly changing partner certification levels and capabilities

· Inaccurate, unverified partner-supplied information

· Rapid development and implementation requirements for partner programs to address new trends such as influencer programs

· Lack of partner assessment metrics to consistently test and measure partner performance and opportunity

"Winning customers requires speed and agility from both vendors and their partners," said Stephen Graham, vice president of IDC’s Software Partnering and Alliances research. "As budgets, margins, and response times shrink, it is critical that partner professionals make rapid, cost-effective decisions that lead to closed sales. However, most software firms are hampered by their lack of consistent and reliable partner information. Tomorrow’s market leaders will be those that invest in partner analytics today and leverage their knowledge to capture mindshare and influence market share."

IDC’s new Software Partner Intelligence Management Service research equips partnering professionals with reliable, verified, and current partner intelligence, positioning them to respond quickly to changes in partner needs and internal business directions. This service enables partner professionals to maximize partner investments and mindshare to increase customer win ratios. For learn more about the service, contact Julie Gage at 416-369-0033, ext. 311 or at

About IDC

IDC is the foremost global market intelligence and advisory firm helping clients gain insight into technology and ebusiness trends to develop sound business strategies. Using a combination of rigorous primary research, in-depth analysis, and client interaction, IDC forecasts worldwide markets and trends to deliver dependable service and client advice. More than 700 analysts in 43 countries provide global research with local content. IDC's customers comprise the world’s leading IT suppliers, IT organizations, ebusiness companies and the financial community. Additional information can be found at

IDC is a division of IDG, the world's leading IT media, research and exposition company.


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