Paul Edwards serves as Research Director of Software Channels & Ecosystems research at IDC. Within this role, Paul is focused exclusively on providing research-backed guidance to leading ICT vendors on partner strategy in the software market (e.g. applications, application development and deployment, and system infrastructure software), whether on premise or in the cloud. As part of his research, Paul extensively studies vendor and partner dynamics as they relate to and impact channel strategy. This includes analysis of business models and practices in the development, implementation, and management of effective partner strategies across the breadth of partner activities, such as resale, services development, software development, services provisioning, and more.
Before coming to IDC, Paul spent a year at Info-Tech Research Group as Director of Research for its vendor research services group, and previously spent 10 years at IDC in a number of key roles focused on providing partner and SMB market guidance to leading ICT firms globally. His industry experience includes a role as Channel Marketing Manager at Compaq Computer, and Associate Editor of Channel Business magazine.
Areas of Expertise (5)
Software Channel Strategies
Infrastructure Channel Strategy
Partner Program Design
MSPs VARs SIs
Associated IDC Services (2)
- Software Channnels and Ecosystems
- Infrastructure Channels and Ecosystems
University of Guelph: Bachelor of Arts
Sheridan College: Diploma, Journalism
Media Appearances (3)
C4 research to explore cloud adoption in Canada
Computer Dealer News online
The Canadian Channel Chiefs Council (C4) has undertaken its first research project.
Working with Ryerson University, IDC and nine channel partners as part of the C4 board of directors, the non-profit organization has commissioned a research study that will look at the impact of the cloud distribution model on IT channels in Canada.
Channel business model: Transition time for IT partners
The old adage, "All good things must come to an end," is certainly something partner companies can relate to, since many find themselves having to change their channel business model to meet the demands of clients and the rapid pace of technology development. But change can be risky -- and it can be expensive. And it doesn't always pan out for partners.
Avaya Announces New Performance-Based Rebates, Deal-Reg Thresholds
Channel Partners online
Avaya on Wednesday announced the “next evolution" of its channel partner program with changes that will go into effect April 1.
Earlier this month, Avaya executives told partners that a nearly $50 billion addressable market awaits the company and its partners in contact center, fabric-based networking, customer care, cloud, UC enterprise, professional services and UC midmarket.
This IDC Market Presentation focuses on the rise of software development as a valued activity among the partner ecosystem and what this means to vendor strategy and programs. It provides a perspective on how vendors should be thinking about maximizing engagement with partners that perform this activity vis-à-vis program attributes. This content was first presented at IDC's Software Channel Leadership Council in San Mateo, California, on June 5, 2019.
Frank Gens, Stewart Bond, Larry Carvalho, Frank Della Rosa, Frank Dickson, Paul Edwards, Angela Salmeron, Stephen Elliot, Ritu Jyoti, Jim Mercer, Deepak Mohan, Carl W. Olofson, Al Gillen
This IDC Market Perspective provides a broad review and analysis of the announcements and messages at Next '019 that we believe will most significantly impact Google Cloud's efforts to increase growth and market share.
"At Next '19, the Google Cloud team raised the dialogue from technology to technology's transformational business impact," according to IDC Chief Analyst and SVP Frank Gens. "The hybrid/multicloud announcements, developer tools to ease app migration and modernization, expanded AI and security offerings, and plans to expand the Google Cloud field force fivefold show progress in meeting enterprises where they are on their digital transformation and cloud journeys."
Margaret Adam, Paul Edwards, Pam Miller, Hannah Stubbings, Brendan Rouse, Christopher Webber, Steve White
This IDC Market Perspective provides IDC's top predictions about the market and technology forces that will shape IT channels and alliances in 2019 and beyond.
"IDC has long said that partner 'types' are a thing of the past, as the dramatic speed of change and complexity in the technology market, combined with customer expectations changing dramatically, has meant that most partners have already extended their businesses to deliver multiple activities." — Steve White, program vice president, Channels and Alliances at IDC
Paul Edwards, Brendan Rouse
This IDC Survey provides software/SaaS vendors and their partners with a view to end-customer trends relative to SaaS, which can help guide sales engagement strategies to meet customer SaaS requirements.
Paul Edwards, Brendan Rouse, Andreas Storz
This IDC study presents a forecast of worldwide and North America software channel for 2018–2022 forecast period.
"The software market and the partner ecosystem's role in expanding its reach and value is very strong. This can be expected to continue for years to come, even as vendors and their partners focus on digitally transforming their businesses to add more value to end-customer business outcomes." — Paul Edwards, director, Software Channels Research
Margaret Adam, Paul Edwards, Pam Miller
This IDC Market Note analyzes announcements from the Global Partner Summit held at AWS re:Invent Las Vegas in November 2017.
"AWS is making big investments around its APN program and strategy to support expanded partner engagement and growth, including Marketplace, and encompassing all types of partner activity, whether it's development, consulting and professional services, managed services, and resale," said Margaret Adam, program director, IDC’s European Channels and Alliances.
Brendan Rouse, Paul Edwards
This IDC Market Perspective quantifies the evolution in partner business models and provides a current view of the partner ecosystem by revenue mix (i.e., revenue derived from products, services, and resale). Partners continue to adjust their practices to meet customer demand for comprehensive solutions, and rather than fulfilling a need for a discrete function such as project services or software resale, the ecosystem is extending higher value to the customer by bringing together the resale of third-party offerings with internally created software and services. This trend has blurred the lines between the legacy partner types (e.g., systems integrator and value-added reseller) and brings into question the usefulness of partner segmentation within the vendor's programmatic framework.
"There is a remarkable evenness to the distribution of partners (by revenue source), and the lack of clustering points to the complexity in segmenting the ecosystem. Using activity-based segmentation, or even self-reported partner types, to outline the vendor–partner relationship has become strategically hazardous." –- Brendan Rouse, research analyst, IDC Channels and Alliances
Pam Miller, Paul Edwards, Steve White, Hannah Breeze
This IDC Market Note summarizes announcements made at the July 2017 Microsoft Inspire event. The event unveiled significant product and partner announcements that affect how Microsoft partners will do business in the future.
"IDC believes that Microsoft's six-industry focus will help the company better lead partners to digital transformation opportunities and greater customer success." — Steve White, vice president, Channels and Alliances
This IDC Presentation focuses on how software partner business models are evolving relative to the development of IP and its value within the cloud/digital economy. It also provides guidance on where vendors should focus partner program attributes and segmentation. The main questions to be answered from this content is whether software partner business models are well positioned to grow in the cloud economy and are they mapped to the customer journey. This content was first presented at IDC's Software Channel Leadership Council in San Mateo, California, June 21, 2017.
Pam Miller, Paul Edwards, Steve White, Christopher Webber, Raymond Boggs
This IDC Market Perspective discusses announcements made at the 2017 IBM PartnerWorld conference. At the event, IBM introduced partner program changes, new initiatives, channel programs, and channel tools and provided insight on the company's strategic direction and positioning.
Margaret Adam, Yash Ahuja, Paul Edwards, Pam Miller, Brendan Rouse, Christopher Webber, Steve White
This IDC Market Perspective provides IDC's channel and alliance's' top predictions for the market and technology forces that will shape IT channels and alliances in 2017 and beyond. The influence of the 3rd Platform and innovation accelerators continues to be the main source of flux in the channel and alliances ecosystem.
"As recurring revenue becomes a more significant portion of vendor revenue, vendors will build customer success metrics into partner measurement and look to focus and map partner support across the customer life cycle." — Steve White, program vice president, Channels and Alliances at IDC
This IDC Presentation focuses on how the channel is transforming relative to recurring revenue models while balancing traditional on-premise business and where partners are focused in generating value in their businesses. The main questions to be answered from this content is whether the channel is moving away from ordered, manageable business models and whether recurring revenue is both a disruptor and a gateway to future revenue. This content was first presented at IDC's Channel Leadership Council in San Mateo, California, in December 2016.
Margaret Adam, Paul Edwards, Pam Miller, Christopher Webber, Steve White
This IDC Web Conference discusses the key trends IDC's Worldwide Channels and Alliances team has been seeing in software and hardware channels as well as in strategic alliances. Hear a brief review of 2016 predictions and outcomes and then its predictions for 2017 and beyond.
This IDC Insight provides IDC's perspective on the channel and alliance announcements from the fifth AWS re:Invent held in Las Vegas on November 29–30, 2016. The conference attracted 32,000 attendees, including end customers, developers, and partners.
This IDC Insight discusses the Cisco Partner Summit held November 1–3, 2016, in San Francisco and the more important channel strategy and program announcements shared by the vendor's executive leadership.
This IDC study provides a perspective on the size of the market through the channel for storage, servers, and enterprise networking and growth of those markets through 2020.
"The infrastructure channel continues to experience change in what and how their customers buy, but enterprise hardware and the infrastructure channel will continue to be a part of valued solutions for the foreseeable future." — Paul Edwards, director, Infrastructure Channels and Ecosystems
This IDC Presentation focuses on IT certifications, specifically insight into partner and end-customer perceptions, motivating factors, relevance, and level of value to their businesses. It also provides a perspective on industry certification practices and how vendors can best evolve strategies in line with market dynamics. This content was first presented at IDC's Infrastructure Channel Leadership Council in San Mateo, California, on June 14, 2016.
This IDC Presentation focuses on the evolution of the infrastructure channel over the last two years, and specifically its transition to higher-value business models, and the impact this has on vendor relationships. It was presented at IDC's Infrastructure Channel Leadership Council on June 14, 2015, in San Mateo, California.
This IDC study defines the classification scheme, or taxonomy, used by IDC's IT Channels and Alliances Group to research and analyze the partnering activities of information and communication technology (ICT) firms around the sale and delivery of products, services, and solutions. It includes general partnering definitions, partnering and measurement dimensions, emerging partnering trends, and an explanation of why partnering/alliance taxonomies are important in describing, tracking, and measuring partnering activities.
"The IDC partnering taxonomy has long been utilized by leading IT vendors to help them organize and segment their partner base, as well as promote a common understanding of terms throughout their organizations," said Marilyn Carr, director, Software Channels and Ecosystems Research.
This IDC Insight discusses the Cisco Partner Summit held in San Diego from February 29 to March 3, 2016, and the more important channel strategy and program announcements shared by the vendor's executive leadership.
This IDC study provides the perspectives of three vendors (IBM, HP, and NetApp) on how core partner trends impact the development of their partner programs. This content is derived from a vendor panel that took place at IDC's Infrastructure Channel Leadership Council on June 4, 2015, in San Mateo, California.
"All three of these vendors have a lot riding on their channel, and their partner programs are evolving to reflect key market impact trends, but it's an ongoing challenge to address the needs of complex ecosystems." — Paul Edwards, director, Infrastructure Channels and Ecosystems