Gartner Research

Tech Go-to-Market: Channel Transformation Needs Derisking Programs

Published: 10 March 2017

ID: G00319727

Analyst(s): Neil McMurchy


Technology business unit leaders want partners to more aggressively pursue sales of your cloud, IoT and other emerging technologies. What slows partners is their view of risk in this transformation. You need the right programs and effective communication to derisk their business to spur action.

Table Of Contents


  • Partners Understand the Opportunity — So What's Stopping Them?
  • More an Issue of Communication Than Program Content
  • Changing the Discussion From Program Feature to Derisk Impact
  • Conclusion

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