Executive Snapshot

Figure: Executive Snapshot: Understanding Partner Challenges — Highlights from IDC's 1Q23 Partner Advisory Board Session

New Market Developments and Dynamics

Introduction to IDC's Partner Advisory Board

Key Challenges for EMEA Partners

The Role of the Partner Is Changing

Recruitment/Skills Challenges Show Signs of Easing

Changes in Customer Spending Behavior Puts Focus on Cost Optimization

Partners Adapt as Software Vendors Rapidly Evolve Programs

Sustainability Focus Helps Drive Business Optimization

Advice for the VENDOR COMMUNITY

Reward Partners that Take a Truly Customer-Led Approach

Build Incentive Stacks Based on the Value Partners Provide

Offer Partners Clear Pathways to Retrain/Reskill Employees in Key Technology Areas

Conclusion

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Related Research

Synopsis