This study offers a window into the Australia security partner community. It provides security vendors with insights into channel partners' needs, requirements, expectations and experiences and gives perspective, guidance and prescription to help security vendors better understand the needs of their partners as well as how to engage with them more successfully.

• In This Study
  • Methodology
    • Primary Research
      • Quantitative
      • Qualitative
    • Secondary Research
  • Executive Summary
• Situation Overview
  • The Importance of Channel Partners
  • Table: Australia Secure Content Management, Identity and Access Management, and Total Security Software by Direct Versus Indirect Sales, 2005 (%)
  • The Vendors' Perspective
  • The Partners' Perspective
    • Quantitative Findings
      • Top-Rated Vendor Attributes
      • High-Rated Vendor Attributes
      • Medium-Rated Vendor Attributes
      • Lower-Rated Vendor Attributes
      • Table: Australia Importance Ranking of Vendor Attributes
      • Differences in Opinion Among Different Partners
    • Qualitative Findings
      • Best-in-Class Technology
      • Vendor Brand Value and Market Presence
      • Broad Product Portfolio: Range of Products
      • Competitive Pricing, Rebates, and Margins
      • Comprehensive Range of Support Services
      • Clear Point of Contact
      • Clear Rules of Engagement and Predictability
      • Collaboration and Business Planning
      • Collaboration and Marketing Support
      • Lead Generation
      • Global Presence
  • The Customers' Perspective
  • Table: Advantages and Disadvantages of Vendors Versus Partners
    • Influence on Customers' Buying Decisions
• Future Outlook
  • Challenges in Building Effective Partner Strategies
  • Challenges in Maintaining Partner Relationships
• Essential Guidance
  • Partner Identification, Selection, and Recruitment
  • Partner Segmentation and Management
    • Partner Segmentation
    • Partner Management
  • Partner Engagement and Enablement
  • Measure and Collect Feedback from Partners
  • Other Considerations
• Learn More
  • Related Research
  • Definitions
  • Synopsis