Gartner Research

Tech Go-to-Market: Plan for and Manage Channel Partner Conflicts

Published: 29 August 2017

ID: G00340582

Analyst(s): Ed Cordin , Mark Paine


Channel conflicts when selling and supporting products can lead to customer and partner dissatisfaction. Technology business unit leaders responsible for channel sales must deal with these conflicts or avoid them in the first place. Use these best practices to prepare for conflicts that may arise.

Table Of Contents
  • Key Challenges



  • Instill a Channel Culture
  • Develop Processes, Policies and Procedures to Manage Possible Channel Conflicts (Rules of Engagement)
  • Integrate Direct and Indirect Sales and Marketing Systems
  • Communicate Internally and Externally
  • Develop Key Metrics and Indicators; Measure and Provide Feedback
  • Summary
  • Appendix

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