Gartner Research

Route to Market Essentials: Research on Routes to Market, Channels and Sales

Published: 23 September 2015

ID: G00290895

Analyst(s): Mark Paine , Tiffani Bova


Technology and service providers looking to plan, build and manage multiple routes to market need a strong foundation to build on. With this compilation of Gartner research, business unit leaders are able to strategize and plan where to focus to improve sales effectiveness.

Table Of Contents


Research Highlights

  • Develop: Determining Routes to Market
  • Develop: Building an Indirect Channel
  • Develop: Expanding Into New Markets
  • Optimize: Improving the Effectiveness and Performance of Indirect Sales
  • Optimize: Improving the Effectiveness and Performance of Direct Sales
  • Innovate: Transforming Direct and Indirect Sales

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