This IDC study provides alliance professionals with a first-generation reference library of alliance key performance indicators (KPIs) and co-sell revenue measurement practices for service and software partners.

"It is critical for an alliance team to credibly demonstrate the value it, and the partners it manages, brings to the organization. Alliance teams that are successful in demonstrating value are able to protect alliance funding and make a more compelling case for increased investment levels," said Julie Tiley, program director, Software Alliance Leadership Strategy.