Channel partners in Indonesia view data as both their biggest challenge and a significant opportunity for growth as they transition towards recurring revenue models. A survey conducted by Westcon-Comstor reveals that 95% of partners in Indonesia consider data crucial for an everything-as-a-service (XaaS) future.
The survey highlights that access to the right data is the primary obstacle for 55% of Indonesian respondents. Among the various types of data, information on market growth opportunities is deemed most valuable by channel partners in Indonesia.
Similar trends are observed across various markets surveyed, including Australia, Sweden, Denmark, Norway, South Africa, Kenya, Nigeria, and the UK. The survey, titled “Bridging the gap: Power up your data for channel partner transformation,” gathered responses from over 500 decision-makers, including value-added resellers, managed service providers, and system integrators.
Bernardy Suhendra, head of data and AI at Indonesia’s PT MII, emphasizes the importance of access to timely and relevant data in the digital era. He asserts that without data, decision-makers can only rely on intuition, hindering their ability to make informed decisions and analyze performance effectively.
Regarding investment priorities for 2025, 89% of Indonesian respondents prioritize data capabilities, slightly below the global average of 95%. Additionally, 65% state that they already have an in-house data and analytics function, aligning closely with the global average of 70%.
One of the major challenges identified by partners is managing multiple diverse data types. Many partners recognize the need to enhance their internal capabilities to effectively utilize data for lifecycle selling.
Partners acknowledge the importance of advancing their data usage to capitalize on cross-selling and upselling opportunities, as well as to drive adoption of new products and solutions.
Distributors play an increasingly crucial role in enabling partners to leverage data for business growth. 56% of Indonesian respondents strongly agree that the future of distribution lies in providing meaningful customer and market insights.
Patrick Aronson, CMO and APAC EVP at Westcon-Comstor, underscores the challenges faced by partners in practical data utilization. He emphasizes the importance of equipping partners with the necessary data and analytics tools to seize growth opportunities and transition to a subscription-based future.
