Gartner Research

Tech Go-to-Market: Expand the Capabilities of Your Channel Managers or Risk Failure With Cloud Partners

Published: 02 June 2016

ID: G00298584

Analyst(s): Mark Paine

Summary

Channel management leaders of technology providers who have embraced the cloud and are selling through cloud partners risk failure if their channel managers are not up to the job. Assess skills, redefine roles, and equip your channel managers to guide and coach these transformed cloud partners.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Before You Start — Evaluate the Number of Cloud Partners Required to Meet Sales Plan to Quantify the Number of Reskilled Channel Managers Required
  • Assess Your Channel Managers' Skills
  • Build Training and Coaching Programs for Channel Managers to Manage Transformed Cloud Partners
  • Develop Objectives and Compensation Plans to Measure and Reward Channel Managers' Success in Their Expanded Cloud Partner Manager Role
  • Summary

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