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

Summary

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

Introduction

Analysis

  • 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

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