Steve White is Program Vice President for the WW Channels and Alliances research team. He manages a group of channels and alliances analysts as well as their related research products, with extended teams in EMEA & APeJ.
The Channels and Alliances research team focuses on research around changing partner ecosystem dynamics, following the trends and best practices to allow benchmarking. As part of the channels subscription programs, the WW team also run 'Leadership Councils' where industry channels and alliances leaders & their peers attend twice a year to discuss the latest research, trends, and drive the future research agenda. These councils enable unique analyst hosted conversations around the burning partner ecosystem topics.
Prior to joining IDC, Steve spent over seven years at Microsoft both in the United Kingdom and Canada, and has over 20 years experience in senior marketing roles in enterprise, services and partner businesses with leading technology vendors such as Microsoft, Compaq and Digital Equipment Company in the UK.
Originally educated and trained as a management accountant in the UK, Steve progressed via business analyst roles into marketing early in his career, and enjoys working with clients on their partner ecosystem challenges with a focus on better outcomes for vendors and their partners. He is located in IDC's Toronto office.
Areas of Expertise (4)
Channels and Alliances Trends
Cloud Solution Providers
Associated IDC Services (3)
- Strategic Alliances
- Software Channels and Ecosystems
- Infrastructure Channels and Ecosystems
Media Appearances (9)
IDC says 25% of channel partners will change focus, be acquired, or fizzle out in 2021
Channel Daily News
A greater focus on partner training from both vendors and partners will help each side find more opportunities and make their channel more competitive. Steve White, program vice-president of channels and alliances at IDC, stressed the importance of culture change. “I think the culture of being a very training-oriented partner is actually very cool. We see a number of partners who do this, who really understand that their capabilities, and building them, drives their own credibility. This is a big area, and definitely something that’s not been in focus as much before,” he said.
New normal can be a time of opportunity: IDC
CMO Talks with IDC Program VP, Channels and Alliances Steve White With two years of digital transformation taking place in just a few months, IDC Program Vice President, Channels and Alliances Steve White says companies need to be cautious about the money they are spending.
Google Cloud partners could be in for a profitable five year outlook
ARN Channel News
Partner revenue from Google Cloud opportunities is expected to more than triple over the next five years as the cloud market continues to evolve beyond lift-and-shift engagements to cloud-based solutions that address business outcomes. “The cloud market continues to evolve beyond lift-and-shift engagements to cloud-based solutions that address business outcomes,” stated the IDC paper, which was jointly penned by IDC software channels research director Paul Edwards and IDC channels and alliances program vice president Steve White.
Cisco Enhances Marketing Velocity Program To Follow B2B Buyers’ Digital Journey
Chanbel Marketer Report
“This further evolution of Cisco Marketing Velocity displays how committed Cisco is to help their partners grow their digital marketing capability and, more importantly, outcomes,” said Steve White, Program Vice President, Channels and Alliances at IDC. “Marketing Velocity was already a leading light in the partner marketing space, but these changes really do show that Cisco is the benchmark for marketing with partners.”
MSP? VAR? Who cares! It’s about what you can do, not what label you fall under, says IDC analyst
Channel Daily News
IDC’s Steve White recently got a friendly reminder about how far the channel partner community has come when he interviewed an executive and asked him to fill out a questionnaire. One section, about partner types, drew an interesting reaction. “I gave him a list of partner types. He looked at me and asked, ‘Did you write this question 10 years ago?’” the vice-president of channels and alliances told CDN. “Most partners we speak to now are doing multiple activities. And that’s we try and get at, rather than partner types we talk about partner activities.”
Artificial intelligence market: Weighing the IT channel's role
Like mobile technology, cloud computing, big data and IoT before it, artificial intelligence may just be the next big thing that channel partners should have on their radars. But as with any new technology that comes along, partners need to ensure they have the right business skill sets for system implementations.
New Google Cloud CEO has to engage Canadian enterprise customers, partner says
Computer Dealer News
Dianne Greene did a good job getting North American customers to take the Google Cloud Platform (GCP) more seriously, and as incoming CEO Thomas Kurian takes over, that work has to continue with Canadian enterprises, says Jeff Telford of Onix. Steve White, vice-president of worldwide channels and alliances research for IDC, says he thinks Google has been very engaged with Canadian partners this year, and are actively modernizing their partner programs. “We did a bit of work with the Google Partner team last year and they were looking to reinvent their whole partner program. They’re in the midst of that work right now,” White told CDN, explaining how Google is looking to roll its smaller channel programs into one to make it easier for partners to work with them. “They’re really investing.”
IBM’s acquisition of Red Hat gives it access to crown jewels: OpenShift and Ansible
Computer Dealer News
Business opportunities today rarely involve IBM Corp. software, says Kyle Bassett, with only a few IBM-loyal customers using BlueMix (now part of IBM Cloud) requiring his company’s services. But after the largest software acquisition to date, Bassett, partner at Arctiq: Intelligent Solutions, expects that to change. BM is playing catch up with other cloud providers, says Steve White, vice-president of worldwide channels and alliances research for IDC. But it’s not too late for it to turn the ship around, and Red Hat might be the answer, he adds. “There are still a lot of customers that are on the outside looking in on cloud and open source,” says White, noting IBM and Red Hat’s 20-year relationship as partners has laid a strong foundation for whatever comes next. It also provides Red Hat partners with significant opportunities to scale their business.
IBM keeps pace with evolving IBM business partners
IBM recently updated its ecosystem approach to attract a new generation of partners. Meanwhile, the company is seeking tighter alliances with its traditional partners.
Event Appearances (1)
Channels & Alliances Best Practices During COVID-19 & For The Next Normal
Preparing for the Next Normal: Practical Advice to Stay Top of Mind with Your Sales & Channel Teams in a Virtual World Webcast