Gartner Research

Tech Go-to-Market: Create a Compelling Business Proposition to Improve Recruitment of Channel Partners

Published: 27 January 2017

ID: G00321692

Analyst(s): Mark Paine

Summary

Partner recruitment is an ongoing activity for providers using indirect routes to market. Technology business unit leaders seldom get more than one chance to impress channel prospects; use this document to maximize your chances by creating a proposition that will motivate them to partner with you.

Table Of Contents
  • Key Challenges

Introduction

  • When to Use the Proposition
  • The Case Study Used in This Document

Analysis

  • Developing the Business Case to Present to the Channel Prospect
  • Explain How Your Company, Product and a Partnership Satisfy the Market Opportunity
  • State the Opportunity for the Partner and How the Partner Is Part of the Overall Solution
  • Illustrate the Financial Benefit to the Channel Prospect in Partnering With You
  • Explain How You Will Onboard the Partner
  • How You Will Support and Engage With Partners
  • What Next?
  • Conclusion
  • Appendix
    • Actions Prior to Creating a Business Proposition

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