INSIGHTS
Inspiration, insight and innovation for partner leaders.
Research notes, market reports and articles on partner ecosystems, channel strategy and programme performance, written for the technology vendors, distributors, telcos and ISVs who build them.
RESEARCH NOTES
01
Short, evidence-led reads
Each note reviews one piece of published research through the ACE Framework and says what it does and does not prove. Free to download
RN-04
Where the MDF Went
The unused-MDF figures come from the people selling the fix. Vendor filings show the breakage was priced in from the outset.
RN-03
A 70-point swing in the dark
GTDC’s distribution report is right about the capability gap, and opaque on the multiplier it claims closes it.
RN-02
The Scaler Index
A valuable benchmark with an over-stated outcome. Read it as an adoption curve, not a channel maturity assessment.
RN-01
The Partnership Variable
What Gartner’s Cool Vendors tell us about ecosystem strategy when a company is acquired. Prior ties predict who buys you, not whether.
ARTICLES
02
Latest articles from Paul Cunningham
On partner marketing, AI and the channel. First published on LinkedIn.
MARKET REPORTS
03
Partner programmes, measured
Annual and bi-annual reports built from vendors’ own published documents: tracks, tiers, statuses, specialisations, incentive instruments and what is not disclosed before you sign.
THE LATEST MARKET RESEARCH
Get the most up-to-date research notes before publication
Annual and bi-annual reports built from vendors’ own published documents: tracks, tiers, statuses, specialisations, incentive instruments and what is not disclosed before you sign.