Marketing Essentials: How to Communicate With Channel Partners to Drive Higher Levels of Performance

G00172216

Analyst(s): | |

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Summary

Investing in the right partners is an effective way for providers to reach customers and to fuel growth, share and business advantage. However, existing partners vary significantly in the current and future value they contribute to the provider's bottom line.

Table of Contents

  • Analysis
    • 1.0 Introduction
      • 1.1 Audience
      • 1.2 Challenges
    • 2.0 Background and Context
      • 2.1 What Are Partner Communications?
      • 2.2 How Are Partner Communications Handled Now?
      • 2.3 How do Communications Fit Into the Larger Partner Relationship Management Picture?
    • 3.0 Best Practice
      • 3.1 Step 1. Planning
      • 3.2 Step 2. Categorize Partners
      • 3.3 Step 3. Design a Tailored Communications Plan
      • 3.4 Step 4. Monitor, Report and Adjust
    • 4.0 References
    • 5.0 Conclusions
  • Recommended Reading
© 2009 Gartner, Inc. and/or its Affiliates. All Rights Reserved. Reproduction and distribution of this publication in any form without prior written permission is forbidden. The information contained herein has been obtained from sources believed to be reliable. Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartners research may discuss legal issues related to the information technology business, Gartner does not provide legal advice or services and its research should not be construed or used as such. Gartner shall have no liability for errors, omissions or inadequacies in the information contained herein or for interpretations thereof. The opinions expressed herein are subject to change without notice.

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