Gartner Research

Tech Go-to-Market: Channel Trends — Reseller Partner Programs Must Go Digital in 2018

Published: 12 February 2018

ID: G00343341

Analyst(s): Mark Paine


Channel resellers and VARs are compelling technology providers to deliver frictionless partner program engagement to reduce their costs. Technology business unit leaders must invest in digital business projects when marketing to, with and for partners to remain relevant to and profitable for them.

Table Of Contents


  • Introduction
    • 2017 Trends That Will Influence 2018 Strategies
  • Capitalize on Digital Within Partner Sales Systems
    • Why Are These Systems Important to Resellers/VARs?
  • Develop a Partner Community and Digital Marketing Program
    • Why Are These Initiatives Important to Reseller/VARs?
  • Improve Accessibility to Sales Enablement Assets
    • Why Is Accessibility of Sales Enablement Assets Important to Resellers/VARs?
  • Summary

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