Canalys Leadership Matrix LATAM Q1 2018

Veeam leads the “Channel Champions” in Latin America

Canalys collected over 1,900 channel partner responses from across Latin America over the last 12 months, comparing vendors against their peers in channel management. “Champions” in the Canalys Leadership Matrix have achieved the highest scores from their partners in 10 areas of channel management, while also showing the greatest year-on-year improvement in these scores.

Veeam was crowned overall Champion, with one Brazilian partner saying, “Every day they improve the service to partners, in the technical as well as the commercial area.” Other Champions of the Latin American channel include APC, AWS, Check Point, ESET, HP, Hewlett Packard Enterprise, Kaspersky and VMware.

At the other end of the spectrum, nine vendors were rated as “Stragglers” in Latin America – Apple, Citrix, Fortinet, Huawei, IBM, Juniper Networks, NetApp, Symantec and Veritas. These vendors have the lowest vendor benchmark scores compared with their peers, while also suffering year-on-year declines in their ratings. Notably, Apple suffered the worst decline in the region, in contrast to its EMEA counterpart, which achieved the highest ratings growth. IBM, which has been a long-time leader in the Latin American IT channel, suffered over the past 12 months. Account management was rated poorly, with one partner highlighting “a lack of communication with business partners”.

About the Canalys Leadership Matrix

Canalys’ Leadership Matrix assesses vendor performance in the channel, based exclusively on channel feedback into the Vendor Benchmark. The Vendor Benchmark tracks leading technology vendors (above a minimum revenue size) around the world, collating channel partners’ experiences when working with different vendors. Channel partners are asked to rate their vendors on 10 areas of channel management. The Canalys Leadership Matrix provides a graphical representation to assess the performance of each vendor over time, and positions them in one of four categories:

• Champions: Vendors with high Vendor Benchmark scores that have shown continued improvement in channel sentiment over the last 12 months. 
• Contenders: Vendors with high Vendor Benchmark scores, despite a decline in sentiment.
• Growers: Vendors with low Vendor Benchmark scores that have seen channel sentiment improving.
• Stragglers: Vendors with low Vendor Benchmark scores that have seen their scores decline over the last 12 months as channel sentiment deteriorates.