Gartner Research

Tech Go-to-Market: The Future of Indirect Channels Will Focus on a Few Key Themes to Improve Performance

Published: 18 July 2014

ID: G00264134

Analyst(s): Tiffani Bova

Summary

The accelerated speed of business is in direct conflict with the speed in which the indirect channel has responded to and transformed. Providers that rely on third parties as a key component of their go-to-market strategy realize the IT channel will look different in three to five years.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Optimize for Improved Performance — Easier to Do Business With
    • Streamlined Multiple Channel Programs
    • Portals Are the Interface Into the Partnership
    • Partner Account Managers
    • Lead Management and Distribution Programs
    • Training and Certification
    • Communication
    • Incentive Programs (MDF, Co-op, Sales Incentives)
  • Transform to Capture Broader Partner Base — Business Model Enhancements
    • Recent Examples
    • Recommendations for Transformation to Capture Hybrid IT
  • Innovate for New Partnership Models — Drive Outcome-Based Innovation
    • Recent Examples
    • Recommendations for Innovation of New Partnership Models
  • Long-Term Recommendation: Reconcile the Entire Partner Ecosystem

Gartner Recommended Reading

©2020 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.