ラテンアメリカのチャネルおよびアライアンスの予測：2023年～

クラウド市場の台頭、より要求の高い顧客、人材不足による新たなディスラプションが予測されています。ITチャネルとアライアンスは、ダイナミックな市場環境に対応する最適化、持続可能、データ駆動型のビジネスモデルで、顧客中心のエコシステム、共同販売、コラボレーティブ技術、共同開発技術に向けて進化しています。

当レポートでは、2023年以降のラテンアメリカのITチャネルおよびアライアンスを形成する市場勢力を調査し、IDCの予測、 市場における新たな展開とダイナミクス、技術バイヤーへの提言などをまとめています。

エグゼクティブスナップショット

状況概要

市場における新たな展開とダイナミクス

2023年：ラテンアメリカのチャネルおよびアライアンスの予測

• 予測#1：ディスラプションのニューフェイス
• 予測#2：クラウドコミット：パートナーのマーケットプレースへのエンゲージメントを推進
• 予測＃3：顧客主導のコネクテッドエコシステム
• 予測＃4：収益への貢献を超えたパートナーのバリューメトリクス
• 予測＃5：大規模な共同販売と共同作成
• 予測＃6：環境配慮により、チャネルの環境保護を推進
• 予測＃7：ディストリビューションとデータ：スマートソリューションの代名詞に
• 予測＃8：戦略的提携：重要なコラボレーターおよびコインベスターとして台頭
• 予測＃9：スキル：地域への依存がなくなる
• 予測＃10：価値実現までの時間の短縮
  • 課題
  • 機会
  • ガイドライン

技術バイヤーへの提言

参考資料

Vendors continue to express interest in the distribution channel. Especially, cloud platform vendors are interested in securing cloud commits that enhance their value and attract third-party intellectual property (IP) that complements their offers. Co-selling and co-creation at scale require vendors and partners to work together and share customer insights to drive value for the client with a unique value proposition.* Reduce inefficiencies by automating and simplifying processes in order to increase revenues and avoid unnecessary delays and errors.* This IDC Market Perspective provides IDC's predictions discussing the market forces that will shape IT channels and alliances in Latin America through 2023 and beyond. IDC anticipates new disruptions due to emerging cloud marketplaces, more demanding customers, and a shortage of talent. Channels and alliances are evolving towards customer-centric ecosystems, co-selling, collaborative technologies, and co-innovating technologies, as well as implementing new value and metric parameters, along with optimized, sustainable, and data-driven business models that respond to dynamic market conditions. Channels and all IT partner ecosystems must fundamentally modernize their business models. I recommend that distributors and partners of all types of solutions adhere to the best modernization practices to help the Latin American IT buyers support present and future business models. "In a customer-obsessed world with over increasing complexity, ecosystems become customer-centric and intertwined through strong co-selling, collaboration, and co-innovation. New data-driven business models require new metrics and value-based performance parameters." - Danielle Ibran, Senior Market Research Analyst.Increasing volumes opportunities through cloud marketplaces will require vendors to rebalance priorities and skills to leverage these new routes to market. - Pietro Delai, Director, Enterprise, Latin America Data and Analytics

Executive Snapshot

Situation Overview

NEW MARKET DEVELOPMENTS AND DYNAMICS

2023 Latin America channels and alliances Predictions

• Prediction #1 The New Face of Disruption
  • Challenges
  • Opportunities
  • Guideline
• Prediction #2 Cloud Commits Induce Partner Marketplace Engagement
  • Challenges
  • Opportunities
  • Guideline
• Prediction #3. Customer-Led Connected Ecosystems
  • Challenges
  • Opportunities
  • Guideline
• Prediction #4. Partner Value Metrics Extend Beyond Revenue Contribution
  • Challenges
  • Opportunities
  • Guideline
• Prediction #5. Co-sell and Co-Creation at Scale
  • Challenges
  • Opportunities
  • Guideline
• Prediction #6. Going Green Can Drive More Green for the Channel
  • Challenges
  • Opportunities
  • Guideline
• Prediction #7. Distribution and Data Become Synonymous with Smart Solutions
  • Challenges
  • Opportunities
  • Guideline
• Prediction #8. Strategic Alliances Emerge as Critical Collaborators and Co-innovators.
  • Challenges
  • Opportunities
  • Guideline
• Prediction #9. Skills will be Less Dependent on Geography.
  • Challenges
  • Opportunities
• Prediction #10. Speeding Towards Time-to-Value
  • Challenges
  • Opportunities
  • Guideline

Advice for the Technology Buyer

Learn More

• Related Research
• Synopsis