Outsourced Channel Management: Has Broadcom Established the Model of the Future?

This IDC Market Perspective explores the structure, execution, and implications of Broadcom's channel model across various regions and market segments. Broadcom's outsourced channel management strategy for the company's security brands, including Symantec and Carbon Black, introduces a distinctive approach to regional distribution and customer engagement through exclusive aggregator partnerships. By granting distributors unique contracts and operational autonomy, Broadcom streamlines its channel operations, prioritizes strategic accounts, and leverages partner expertise to extend market reach and improve efficiency. This model offers benefits for Broadcom, its partners, and customers."Broadcom's channel management strategy demonstrates how a well-structured aggregator model can streamline operations, enhance partner engagement, and extend market coverage for security solutions. By empowering regional partners with greater autonomy and accountability, Broadcom is able to focus on strategic accounts while ensuring consistent service and support across diverse markets." - Jaclynn Anderson, research director, Cybersecurity, IDC