Gartner Research

Tech Go-to-Market: Building a Scalable Indirect Sales Channel Program — Part 1: Planning

Published: 06 March 2018

ID: G00347593

Analyst(s): Mark Paine , Neil McMurchy


Emerging technology and service providers are often challenged in creating an indirect channel to grow the business. Technology business unit leaders should use Part 1 of this three-part document series to establish a solid foundation for a scalable channel program.

Table Of Contents
  • Key Challenges



  • Be Clear About the Rationale for Having an Indirect Sales Channel
    • Why an Indirect Channel?
    • What Do You Want Partners to Do?
    • How Does the Customer Want to Buy?
    • Is Your Product Ready for Indirect Channels?
  • How Many Partners Will You Need?
  • Cost Out the Program
  • Establish Specific Executive Team Commitments on Accountability, Budget, Resources and Channel Sales Targets
  • Summary

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