IDC Study: Partnering Pays
A new IDC study finds that channel partners with a commitment to collaboration as a business strategy have higher revenues.VARs that work together make more money. Thats according to a new survey of members of the International Association of Microsoft Certified Partners, conducted by market research firm IDC that looked at partner-to-partner collaborations and found a key trend among VARs growing revenuethey collaborate. "Theres a whole body of research around network theory, and Metcalfes Lawthe notion of being able to increase value as you increase the number of nodes in a network," said Stephen Graham, group vice president for IDCs software business strategies group. "We started thinking about how that applies in a partner context and what that mean in terms of partner initiatives."
Click here to read about the recent IDC report on Hewlett-Packard.
- IAMCP partners engaged in a total of $6.8 billion in partner-to-partner transaction activity during 2006.
- Small and medium-sized partners accounted for 47 percent of the aggregate value for all partner-to-partner transactions.
- IAMCP partners with a "high commitment" to partner-to-partner as a business strategy (those where p-to-p accounts for more than 30 percent of revenue) reported average 2006 revenue growth of 23.1 percent while the total IAMCP membership reported. 18.2 percent.