Gartner Research

Partner Quality and Quantity Are Required to Serve SMBs

Published: 09 October 2002

ID: G00110565

Analyst(s): Christine Adams


Productive alliances are vital to success, but they demand time, investment and planning to succeed. Examining the most frequent failure points related to partnering can help to avoid these pitfalls.

Table Of Contents
  • Introduction
  • The Challenge for Partnering to Serve SMBs
    • Execution Issue: Lack of Focus
    • Execution Issue: Poor Field Engagement
    • Execution Issue: Distrust
    • Execution Issue: Poor Metrics
  • Gartner Dataquest Perspective

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