Gartner Research

Tech Go-to-Market: Creating a Compelling Business Proposition to Recruit Channel Partners for Resale and Support

Published: 24 July 2015

ID: G00277908

Analyst(s): Mark Paine


Partner recruitment is an ongoing activity for providers using indirect routes to market. You will rarely get more than one go at impressing channel prospects, so use these best practices to maximize your chances by creating a business proposition that will motivate them to partner with you.

Table Of Contents
  • Key Challenges


  • When to Use the Proposition
  • The Case Study Used in This Document


  • Developing the Business Case to Present to the Channel Prospect
  • Explain How Your Company, Product and a Partnership Satisfy the Market Opportunity
  • State the Opportunity for the Partner and How the Partner Is Part of the Overall Solution
  • Illustrate the Financial Benefit to the Channel Prospect in Partnering With You
  • Explain How You Will Onboard the Partner
  • How You Will Support and Engage With Partners
  • What Next?
  • Conclusion
  • Appendix
    • Actions Prior to Creating a Business Proposition

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