For Vendor Strategy Professionals

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	June 12, 2008 Vendor Partner Positioning Benchmark, Q2 2008 A Review Of Partner Positioning Best Practices With A Self-Assessment Tool by Peter O'Neill with Thomas Mendel, Ph.D., Charles Green, Daniel Krauss

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Executive Summary

Forrester used its vendor partner positioning review (VPPR) methodology to evaluate the positioning of eight leading IT product vendors across 17 criteria and to determine where they currently fall on the continuum between information technology (IT) and business technology (BT). We found that only one vendor, Microsoft, qualifies as a BT vendor in its partner positioning, while the other vendors fall into the solution vendor category, more or less halfway between IT and BT. Most of the vendors would be able to develop into a BT vendor in the short term through improvements in their partner positioning. We illustrate how vendor strategists and their partner marketing colleagues can use these insights to improve their own positioning. Microsoft and Oracle are explored in detail as best practices.

TABLE OF CONTENTS

• Benchmark To Identify Room For Improvement And Competitive Opportunities
• Changing Buying Patterns Require Smart Partner Positioning
• Vendor Partner Positioning: Gaps And Opportunities
• Leveraging The Partner Positioning Benchmark

RECOMMENDATIONS

• Use The Positioning Review Findings To Plan And Control Your Marketing
• Supplemental Material
• Related Research Documents

This is an excerpt

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