Canalys·2025-09-24 04:02Core Insights - Canalys has released the "2025 China Cloud Channel Leadership Matrix," recognizing Alibaba Cloud, Huawei Cloud, and AWS as the "Champions" for their outstanding performance in channel management, market performance, and ecosystem development [1][7]. Evaluation Criteria - The matrix evaluates seven major cloud service providers in mainland China with annual cloud service revenues exceeding $1 billion, focusing on vision and strategy, channel planning and execution, partner feedback, and AI ecosystem competitiveness [3]. - The inclusion of AI ecosystem competitiveness in the evaluation highlights the rapid transformation of the channel ecosystem driven by AI, which raises the bar for partner capability building and value delivery [3]. Champion Characteristics - Champions have demonstrated exceptional performance in developing the industry channel ecosystem and have made significant progress in corporate strategy over the past 12 months, leading to recognition from both Canalys analysts and channel partners [3]. - To become a leader in the ecosystem, companies must exhibit three key capabilities: providing precise and continuous partner empowerment, lowering entry barriers, and helping partners accumulate practical experience [4][6]. Market Dynamics - The rapid evolution of AI has propelled the Chinese cloud service market into a new phase, reshaping the role of partners from mere executors of market expansion and resource delivery to becoming critical bridges between vendors and customers [3]. - Leading vendors are actively building AI ecosystems and launching various empowerment initiatives, including targeted incentives, joint solutions, and professional training, to help partners excel in the new competitive landscape [3]. Other Vendor Categories - Vendors are categorized into different groups based on their channel strategy and leadership: - Challengers (Contenders) possess advantages in industry leadership and channel strategy - Expanders (Scalers) show strong development momentum but have limited overall leadership - Foundations (Foundation) lag in partner support and channel planning [5]. Long-term Growth Potential - The long-term growth potential of the ecosystem depends on several key factors, including the ability of vendors to conduct sustained and precise empowerment, partners' willingness to invest in sustainable capability building, and the establishment of stable, trust-based cooperative relationships [6][13].