Gartner Research

Tech Go-to-Market: Best Practices for Channel Leaders to Plan for and Manage Partner Conflicts

Published: 25 September 2014

ID: G00263382

Analyst(s): Mark Paine

Summary

Conflicts with selling and supporting products in your channel can lead to loss of customers and partner dissatisfaction. Channel leaders within technology providers must deal with these conflicts or avoid them in the first place. Use these best practices to prepare for conflicts that may arise.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Develop a Channel Culture
  • Integrate Direct and Indirect Sales and Marketing Systems
  • Develop Processes, Policies and Procedures to Manage Possible Channel Conflicts (Rules of Engagement)
    • Communicate Internally and Externally
    • Develop Key Metrics and Indicators, Measure and Feed Back
  • Summary

Case Study

  • The Result
  • Appendix

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