Gartner Research

Tech Go-to-Market: Best Practices in Enabling Reseller Channel Partners in the Changing World of Cloud

Published: 20 April 2016

ID: G00298093

Analyst(s): Mark Paine

Summary

Established technology products continue to be purchased through resellers, despite fewer channel partners and more demand for cloud-based services. Those responsible for partner enablement can help resellers retain customers and maintain sales volumes through these best practices.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Implement Customer Life Cycle Management to Retain Customers for Profit
  • Focus Reseller Channel Enablement on Upsell and/or Cross-Sell Opportunities for Customer Retention and Profit
  • The Technology Industry Is in Increased Flux, So Evaluate Your Channel Mix Continually

Case Study

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