Gartner Research

Tech Go-to-Market: Three Essential Elements of Effective Indirect Channel Sales Enablement

Published: 29 August 2017

ID: G00331722

Analyst(s): Ilona Hansen , Mark Paine

Summary

Quality partner sales enablement content is essential for channel success but often overlooked. Technology business unit leaders directing partner sales enablement must make content contextual, compelling, customizable and accessible to improve go-to-market effectiveness through indirect channels.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Develop Content That Is Contextual and Compelling to the Partner and Customer
    • What Is Sales Enablement Content?
    • What Content Is Essential for Today's Buyer?
    • What Content Is Required to Help the Sales Rep Succeed During Prospect Interactions?
    • What Training Is Required for Channel Sales Reps to Succeed Before and During Buyer Interactions?
    • When Should Content and Training Be Applied?
  • Help Partners Deliver Customizable Content
  • Implement Modern Channel Support Systems
  • Summary

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