Gartner Research

Emerging Provider Executive Insights: Three Must-Have Elements When Building an Indirect Channel

Published: 27 March 2017

ID: G00321151

Analyst(s): Mark Paine


CEOs of emerging providers are usually financially and resource-constrained but must scale their business to thrive. Recruiting partners for sales and distribution is often a logical step. At a minimum, they should ensure three critical elements are in place when developing an indirect channel.

Table Of Contents



  • Purpose — What Do You Wish to Achieve From an Indirect Channel, and How Will You Achieve It?
  • People — Accountability, Time and Resources
  • Programs — Protect Your IP, and Build Programs to Reduce Time Pressures and Speed Time to Revenue
  • Summary

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