10 01732 759725 lead with confidence and stand out in competitive markets. 5. Investment mindset One third (33%) of high performing partners treat investment as a companywide strategic priority. This mindset reflects their commitment to scale, specialisation and transformation. Whether building new services, deepening vertical expertise or developing proprietary IP, these partners are laying the groundwork for sustained growth. High performance the new baseline The report highlights an industry experiencing fundamental changes, from transactional sales to outcome-driven value, from product push to strategic enablement, and from fragmented activity to a long-term focus on scale, specialisation and trust. With high performance becoming the new baseline, Juha Harkonen, VP Partner Ecosystem at Sage, highlights three behaviours that partners should adopt if they are to successfully lead, grow and shape the future. “Partners who win put customers first, specialise where it counts, and apply AI to real problems. Sage helps them scale those strengths to unlock growth and accelerate time to revenue so they can lead the next wave of innovation. That’s the ecosystem we’re building together,” he said. Software resellers can find out more about the trends reshaping the industry and what Sage is doing to empower its partners at the company’s flagship event, Sage Future for Partners, taking place this autumn in Barcelona (November 4-7) and Orlando (November 10-12). www.sage.com 2. Embedded AI At a global level, around 70% of channel partners say they have an AI practice. Often this just means they resell or implement software with embedded AI features. High performing partners go further, with 87% reporting a dedicated AI practice. These partners aren’t just reselling AI. They’re embedding it into service models to automate delivery, drive smarter decisions and turn innovation into tangible gains like faster workflows, reduced errors and stronger compliance. More than half (52%) of UK partners say AI has made their service delivery more efficient and more than one third (37%) rank AI-focused services as a top three strategic priority, with over 70% targeting double-digit growth this fiscal year. More than half (60%) say customers are seeing a measurable impact from AI. 3. Depth over breadth Nearly 70% of high-performing partners offer micro-vertical solutions. Specialisation means meeting customers where they are, speaking their language and solving sector-specific challenges. This makes it easier for customers to get started quickly, see value faster and avoid costly customisations. For partners, it means less rework, smoother delivery and more opportunities to grow in-life revenue. 4. Leading vendor brands Seven in ten partners place strong emphasis on working with software brands that have a stellar reputation, and roughly one third say selecting a top-tier brand is the single most important factor. A strong brand signals ambition, vision and momentum. It helps partners win trust, The channel is being redefined by a new wave of high performing partners that are using AI and vertical specialisation to gain a competitive edge over their rivals, scale faster and deliver measurable outcomes for their customers. So says Sage, following the publication of an IDC study of more than 2,000 software resellers (36% of which are Sage partners) commissioned by the provider of accounting, financial, HR and payroll software for small and mid-sized businesses (SMBs). Stuart Wilson, Senior Research Director, EMEA Partnering Ecosystems at IDC and co-author of the IDC InfoBrief High Performance Unlocked: How Leading Partners Are Building the Future of the Channel, says that the priorities of high‑performing resellers (those that have achieved 20% or more revenue growth in the past two fiscal years) provide a blueprint for success that other partners can follow. “High performing partners are building growth on innovation that delivers outcomes,” he said. “They lead with customer outcomes, invest in AI as a differentiator and run disciplined, services-led models with clear vertical focus. This cohort is translating technology into higher margins, faster time-to-value and stronger customer advocacy. Their success is repeatable, and their model is setting the pace for the next evolution of the channel.” High Performance Blueprint The report identifies five factors that set the fastest growing software resellers apart from their peers. They are: 1. Growth with quality Ambition is high across the ecosystem: 63% of all partners report double-digit yearly growth, rising to 70% for UK partners, despite economic headwinds. Among high performing partners, 84% are targeting growth of 20%+ this year, with an average gross profit margin of 66% compared to the global average of 42%. In addition, high performing partners report a Net Promoter Score (NPS) of 61 compared to the global average of 48, signalling stronger customer satisfaction and advocacy. IDC study commissioned by Sage identifies ‘repeatable’ innovation strategies of high performing software resellers A blueprint for success CHANNEL Key findings 87% of high performers run dedicated AI practices 60% report customers are seeing a measurable impact from AI 70% of high-performing partners offer industry-tailored solutions Stuart Wilson Juha Harkonen
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