Customer Success in Partners Programs: One Priority, Various Playbooks

This IDC Market Note discusses customer success (CS) in partners programs. Customer success is the ecosystem's universal North Star, but how partners pursue it reveals three distinct operating theories. Regional divergence is just the surface. Beneath it, three forces are reshaping the partner ecosystem: CS moving from differentiator to program qualifier, AI separating delivery leaders from laggards, and marketplace dynamics accelerating the split between partners building proprietary value and those still riding vendor coattails. This IDC Market Note invites you to learn more about what vendors need to do to close the execution gap.