Gartner Research

Tech Go-to-Market: Indirect Channel Trends and Where Technology Providers Should Focus in 2016

Published: 03 February 2016

ID: G00295839

Analyst(s): Mark Paine


Enterprises are using digital business to accelerate growth in mature geographies. Channel program and commission improvements may aid resellers in traditional sales conditions, but providers and their channels need customer-centric strategies to anticipate demands in new technologies and services.

Table Of Contents


  • Introduction
  • The Enterprise Drive to Accelerated Growth
    • Digital Business Priorities
  • Channel Readiness in Delivering the Digital Business
    • The Channel Readiness Scorecard
    • Inhibitors to Channel Transformation and Adoption
  • What Providers Need to Do to Get Their Channel Ready to Sell the Digital Business to Enterprises
    • Understand Modern Buyers and Their Expectations — Become Customer-Centric
    • A Mix of Partners Is Required for the Digital Business
    • Become Agile in Your Routes to Market
  • Conclusion

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