Gartner Research

Marketing Essentials: Fundamentals of Building a Channel Partner Strategy for Emerging Providers

Published: 22 March 2011

ID: G00211339

Analyst(s): Neil McMurchy

Summary

This research explores how emerging technology providers can evolve their channel partner strategy and provide a good basis for execution. It's a pragmatic introduction for all business leaders, including CEOs, sales leads, CMOs and others looking to grow their business through partnerships.

Table Of Contents
  • Overview

Analysis

  • Gartner's Fundamentals Series for Emerging Providers
  • Introduction to Developing a Partner Sales Strategy
    • What Makes It Difficult
    • What Happens If You Don't Do It or Don't Do It Well?
  • How to Build a Partner Strategy
    • Assumptions We Have Made
    • Before You Begin
    • Step 1: Define the Activities That Need to Be Done by the Partners and by You
    • Step 2: Assign Responsibilities Between Partners and You
    • Step 3: Identify What Partners Need From You
    • Step 4: See What You've Got and Where the Gaps Are
    • Step 5: Create an Action Plan to Cover Gaps Identified in Step 4
  • Next Steps
  • Conclusion

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