This study indicates that small and medium-sized businesses (SMBs) amount to more than 836,000 entities in Australia. This large number of potential clients is proving a challenge for major IT vendors, especially providers of IT services and enterprise applications, who have, until recently, been focusing on the large end of the market.

• In This Study
• Situation Overview
  • Partner Microcosm
  • Figure: IDC's Partner Microcosm Model
  • Partnering Definitions
    • Relationship Types
      • Resale
        • Types of Resale Relationships
      • Alliance
        • Types of Alliance Relationships
      • Influence
      • Referral
    • Partner Business Models
    • Figure: IDC's Partner Segmentation Model
    • Partner Business Focus
    • Partner Communities
  • Measuring Partner Activity
    • Product Resale Revenue Flow Model
    • Figure: IDC's Product Resale Revenue Flow Model
• Future Outlook
  • Challenges Vendors Face When Building Effective Partner Strategies
  • Challenges Vendors Face in Maintaining Partner Relationships
  • Vendors Need to Segment the Partner Network
  • Benefits of Partner Segmentation
  • Maintain Vendor-Partner Relationships
• Essential Guidance
  • Steps in Building an Effective Partner Relationship
• Learn More
  • Related Research
  • Synopsis