Gartner Research

Tech Go-to-Market: A Definitions Guide for Technology Sales and Channels

Published: 17 January 2014

ID: G00259733

Analyst(s): Mark Paine, Tiffani Bova

Summary

This research provides an overview and definitions for sales, channel and distribution roles in B2B technology sales. Vendor marketing, sales and business unit leaders can use this guide to keep up-to-date on new selling roles.

Table Of Contents
  • Introduction
    • Additional Definitions
  • Sales Role Terms
    • Field Sales
    • Telesales/Inside Sales (Telephone-Based)
    • Presales Engineer
    • Store Assistant (B2B Retail)
    • Online/Web-Based/Online Chat Sales
    • Channel Account Manager
  • Go-to-Market Models
    • Direct
    • Indirect
    • Leveraged Sales Strategy (Hybrid)
    • Channel Players and Markets
  • Channel Market Segments
  • Indirect Channel Taxonomy
    • Channel Players — Mix of Functions
  • Channel Players
    • Resell-Oriented Channel Players
    • Service-Oriented Channel Players
    • Build/Develop-Oriented Channel Players
    • Cloud Services Brokerage
  • Companies That Create and Deploy Channel Programs
  • Channel Program Types
    • Reseller/Agent
    • ISV/Developer
    • Implementation
    • Support
    • OEM/Embedded
    • Training
  • Conclusion

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