Gartner Research

Tech Go-to-Market: Best Practices for Improving Partner Communications

Published: 09 October 2017

ID: G00331936

Analyst(s): Neil McMurchy


Communicating effectively to channel partners continues to challenge most providers in a hugely noisy environment. Technology business unit leaders responsible for channel sales can significantly improve their chances of being heard with lower-volume, more targeted communications.

Table Of Contents
  • Key Challenges



  • Segment Your Partners for Communication
  • Target Communications to a Specific Role
  • Pare Down: Less Is More
  • Conclusion

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