IoT Partner Programs:  Best Practices for Driving SI / VAR and Channel Partner Engagement Image

IoT Partner Programs: Best Practices for Driving SI / VAR and Channel Partner Engagement

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As the Internet of Things (IoT) continues to evolve and develop, collaboration between companies will take on an increasingly important role. Software companies have historically relied on the efforts of partner program participants such as system integrators (SIs) and value-added resellers (VARs) to deliver their solutions to end users. These same partner programs are now being leveraged to help companies develop and implement end-to-end IoT solutions by connecting members of these ecosystems. ABI Research analyzed the partner programs at Microsoft, Oracle, SAP, PTC/ThingWorx, Cisco, Salesforce.com, and IBM and interviewed members of these partner programs to identify what best practices that partner program parent companies can implement, adopt, and improve in order to drive IoT solution adoption and growth.  

Table of Contents

  • 1. PARTNER PROGRAMS AND THE SI / VAR MARKET
    • 1.1. Partner Program Types
    • 1.2. The Growth of IoT Partner Program Ecosystems
    • 1.3. Partner Program Parent Recent IoT Initiatives
  • 2. PARTNER PROGRAM BEST PRACTICES
    • 2.1. Specialized Training and Sales Support
    • 2.2. Certification Programs
    • 2.3. Co-marketing / Brand Management
    • 2.4. Networking Events
    • 2.5. Revenue Sharing
    • 2.6. Core Business Function and IoT Investment
    • 2.7. Openness and Interoperability
  • 3. PARTNER PROGRAM PARENT EXPANDED DESCRIPTIONS
    • 3.1. Microsoft
    • 3.2. Oracle
    • 3.3. SAP
    • 3.4. PTC / ThingWorx
    • 3.5. Cisco
    • 3.6. Salesforce.com
    • 3.7. IBM