Gartner Research

Tech Go-to-Market: A Definition Guide for Technology Sales and Channels

Published: 06 February 2017

ID: G00323341

Analyst(s): Mark Paine


This research provides an overview including definitions for sales, channel and distribution roles in B2B technology sales. Technology business unit leaders can use this guide to keep up-to-date on new selling roles.

Table Of Contents


  • Introduction
    • Definitions Added and Sections Removed From Previous Publications
  • Sales Role Terms
    • Field Sales
    • Telesales/Inside Sales (Telephone-Based)
    • Sales Development Representative
    • Sales (Engineer)
    • Sales Assistant (B2B Retail)
    • Online/Web-Based/Online Chat Sales
    • Channel Account Manager
    • Sales Specialist
    • Alliance Manager
  • Channel Market Segments
  • Indirect Channel Taxonomy
    • Channel Players — Mix of Functions
  • Channel Players
    • Resell-Oriented Channel Players
    • Service-Oriented Channel Players
    • Build/Develop-Oriented Channel Players
  • Companies That Create and Deploy Channel Programs
  • Channel Program Types
    • Reseller/Agent
    • ISV/Developer
    • Implementation
    • Support
    • OEM/Embedded
    • Training
  • Conclusion

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