Gartner Research

Tech Go-to-Market: Building a Scalable Indirect Sales Channel Program, Part 3 — Execution

Published: 03 July 2018

ID: G00347597

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 third part of this document series to recruit, enable, motivate and support channel partners to execute the plan.

Table Of Contents
  • Key Challenges

Introduction

  • Series Overview
    • Part 3: Execution

Analysis

  • Recruiting Partners
    • Further Guidance on Recruiting Partners
  • Plan Enablement, Set Roles and Responsibilities, and Build a Joint Business Plan
    • Further Guidance on Building Plans and Assigning Roles and Responsibilities
  • Measure the Success of the Program
    • Further Guidance on Program Measurement
  • Summary

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