Gartner Research

Tech Go-to-Market: Building a Scalable Indirect Sales Channel Program, Part 2 — Construction

Published: 12 March 2018

ID: G00347594

Analyst(s): Mark Paine , Neil McMurchy

Summary

Emerging technology and service providers are often challenged in creating an indirect channel to grow the business. Technology business unit leaders should use the best practices in the second part of this document series to construct a program that motivates, enables and supports channel partners.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Build a Channel Program Framework Based on the Gartner Indirect Channel Program Model
    • Guidance on Building the Program
  • Get the Right Mix of Financial Compensation, Program Features and Benefits
  • Recruit the Right Number and Type of Partner-Facing Employees
    • Guidance on Staffing the Channel Program
  • Summary

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