Gartner Research

Tech Go-to-Market: How to Enable Transformed Cloud Partners to Sell Digital Business Solutions

Published: 12 August 2016

ID: G00298585

Analyst(s): Mark Paine


Transformed cloud partners can help technology providers capitalize on the enterprise CEO's digital business imperative. Technology providers selling digital business solutions must develop partner-enablement programs to support these cloud partners in joint-selling endeavors.

Table Of Contents
  • Key Challenges



  • Enable Cloud Partners to Market the Digital Business Message to Business Buyers
    • Evaluate and Prioritize Your Cloud Partners
    • Provide the Right Level of Marketing Support
    • Enable Cloud Partners to Sell to the Digital Business Buyer With You or on Their Own
  • Arm Sales Reps Within Cloud Partners With Content That Supports Outcome-Based Selling
  • Continue to Assist Cloud Partners in Skilling Their Technical Resources to Deliver Your Products/Services
  • Foster a Culture of Customer Centricity Within Cloud Partners by Highlighting Lifetime Value
  • Summary

Gartner Recommended Reading

©2021 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.