This study examines the anatomy of channel partners in Canada as well as the state of current vendor-partner relationships. This Canada research and analysis yields valuable insight, prediction, and prescription for vendors on how to grow and sustain meaningful, accurately aligned relationships with VARs, product-oriented, service-oriented, and logistics-oriented partners.

• In This Study
• Situation Overview
  • Partners Come in Many Forms
  • Figure: The IDC Partner Segmentation Model
  • Revenue Mix Differs by Partner Type
  • Figure: Proportion of Total Revenue by Partner Type
  • Figure: Products and Services Reselling by Partner Type
  • Figure: Integration of New/Existing Systems is a Core Service Activity
    • Partners Rely on Existing Relationships for Sales Engagements
    • Figure: Proportion of Engagements by Partner Type
    • Figure: Collaboration with Suppliers in Solution Delivery by Partner Type
    • Figure: Management of Accounts by Partner Type
• Future Outlook
  • Channel Partners Seek Vendor Relationships That Can Expand Their Reach
  • Figure: Partnering Objectives by Partner Type
    • There Is Room for More Vertical Segmentation in the Partner Ecosystem
    • Figure: Vertical Markets Targeting by Partner Type
    • Figure: Top 5 Targeted Vertical Markets by Partner Type
    • Figure: Government the Most Targeted Vertical Market
    • Partners Look for Value-Added Programs in Their Vendor Relationships
    • Figure: Integration The Biggest Driver of Business Activity Among Partners
• Essential Guidance
  • Vendors Need to Play an Active Role in Their Partnerships
• Learn More
  • Related Research
    • IDC Research
    • Non-IDC Research
  • Synopsis