""High performing partners are building growth on innovation that delivers outcomes," explained Stuart Wilson, senior research director, EMEA Partnering Ecosystems at IDC. "They lead with customer outcomes, invest in AI as a differentiator, and run disciplined, services-led models with clear vertical focus. "This cohort is translating technology into higher margins, faster time-to-value and stronger customer advocacy. Their success is repeatable, and their model is setting the pace for the next evolution of the channel.""
"The IT channel is being shaped by a new wave of high performing partners that are finding success through AI adoption, scaling, and a focus on measurable customer outcomes, the latest research from IDC has revealed. Commissioned by accounting and HR software provider Sage, the study quizzed more than 2,000 software resellers across the US, UK, Spain, Germany, France, Canada, Portugal, and South Africa. The findings show that the highest"
High-performing channel partners deliver 20% or more revenue growth by shifting from transactional sales to outcome-driven value and long-term strategies focused on scale, specialization, and trust. These partners lead with measurable customer outcomes, invest in AI as a differentiator, and implement AI practices while reselling software with embedded AI capabilities. They operate disciplined, services-led models with clear vertical focus to translate technology into higher margins, faster time-to-value, and stronger customer advocacy. Survey responses from over 2,000 software resellers across multiple countries show AI adoption is widespread and highest among top-performing partners.
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