Gartner Research

Market Insight: Best and Worst Practices for Developing Formal Resale Channel Programs

Published: 12 March 2013

ID: G00238341

Analyst(s): Tiffani Bova


Whether you are developing your first indirect channel program or enhancing an existing program, a set of guiding principles will help you avoid common mistakes and improve the likelihood of success.

Table Of Contents


  • Tenets That Should Guide Your Program
    • Answer These Questions Before Making Any Decision
  • IT Channel Best and Worst Practices
    • Infrastructure and Systems
    • Program Organization and Management Policies
    • Marketing and Business Development
    • Measurement and Compensation

Background and Context

The Impact


Recommended Reading

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