Gartner Research

Partnering Essentials: Driving Next-Level Performance for Channel and Business Leaders

Published: 03 November 2014

ID: G00271119

Analyst(s): Tiffani Bova, Mark Paine, Ed Cordin

Summary

Building and optimizing an indirect or leveraged sales strategy is a challenging process as market conditions change and your company's business aspirations unfold. This research enables you to drive higher revenue growth through your partners to take your company to the next level of performance.

Table Of Contents

Analysis

  • Building a Channel Strategy and Partner Program
    • Is the Business Fully Committed?
    • Are You Prepared?
  • Optimizing, Transforming and Innovating Your Channel Strategy to Take It to the Next Level of Performance
    • Optimize — Do You Have the Right (Number of) Partners?
    • Transform — Do Your Sales Execution Systems Aid Partners in Building Customer Relationships?
    • Innovate — Can You Attract the New Channel?

Research Highlights

  • A Background for Channel and Business Leaders
  • Building a Channel Strategy and Partner Program
  • Optimizing, Transforming and Innovating Your Channel Strategy to Take It to the Next Level of Performance

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