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Program Validation
Scope: IDC conducted research to determine the value of an influencer program. Executive interviews and bicoastal focus groups were conducted to develop both quantitative and qualitative information for the decision makers.
Benefit: Use of IDC methodology and external insights provided a neutral, credible basis for decision making. C-level workshops using the research as a common basis enabled a knowledgeable and timely decision. The client stated that the decision was reached in a quarter of the time allocated.
Competitive Analysis
Scope: IDC completed an analysis of the competitive positioning of a major software vendor's program for individual developers. It included research on competitors' Web sites and online resources and interviews with executives responsible for developer programs.
Benefit: The client used IDC's findings and recommendations as the foundation for decisions around the format and organization of its developer Web site and direction for its developer program.
Partner Feedback
Scope: IDC conducted a series of roundtables at a major vendor's partner event. IDC was able to guide discussions to obtain structured feedback from the partners to assess their current level of satisfaction and view of the client's program and determine the effect of brand on their continuation of the relationship.
Benefit: The findings were used as input to decision making and planning for the client's partner strategy and program. IDC facilitated the collection of unbiased and honest feedback.
Partner Profitability Benchmarking
Scope: IDC interviewed partners in the United States and Europe for a large vendor to establish benchmark metrics that determine a partner's profitability. From this research, IDC developed a go-to-market dashboard based on key performance indicators.
Benefit: The high-profile initiative provided actionable metrics about business performance and validated that participation in the vendor's partner program will ultimately drive better profitability for the partner.
Partner and Alliance Positioning and Messaging
Scope: IDC gained an in-depth understanding of an ISV's partner programs and strategies. Building on this understanding with interviews with solution partners, we identified the synergy from both points of view.
Benefit: The knowledge was delivered via a series of case study profiles that were used as go-to-market messaging tools by both the ISV and its partners.
Partner Solution Expertise Assessment
Scope: IDC interviewed several hundred partners in multiple countries to quantify their volumes, solutions, and client focus areas. The results of these interviews were used as a baseline to extrapolate key business metrics for the partner universe in each country. IDC's model was delivered in an easy-to-use tool that allowed the client to interactively explore these metrics by geography, solution area, industry, partner type, and size.
Benefit: The client used the assessment to classify partners based on their solution expertise, identify solution coverage gaps across their existing partner community, and identify investment priorities.
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