Executive Survey: How Channel Programs Will Change In Three Years

As a business we work at bChannels with all of the largest B2B technology companies. We’re lucky enough to work with Cisco, SAP, Oracle, IBM and many other clients.

We asked the channel leaders for these large companies, and the channel leaders with a bunch of smaller companies, to give their opinions. We asked them about the impact of IoT on routes to market, and the likely changes to their channel partner programs as a result.

This graph below shows the response to the question ‘Will My Program be Different in Three Years’ Time?’ and the you’ve got around three quarters of respondees, in larger and smaller vendors saying yes.

This next one below is the response to ‘Will My Program Still have Partner Tiering in Three Years?’ Larger company executives score around 60% yes, 40% no. Smaller companies a little stronger on the yes.

This is key. If we’d have asked this question a couple of years ago we would never have seen 40% of larger company channel executives say they see partner tiering being gone in three years. That viewpoint has shifted as IoT routes to market have emerged.

The content in this opinion piece is an extract from ‘The Impact of IoT on Technology Routes to Market’, a keynote presentation by Matt Rowland-Jones of bChannels. To read more visit Matt’s webpage here.

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