Gartner Research

Tech Go-to-Market: Disruptive Program Design for TSP Partner Ecosystems

Published: 27 August 2018

ID: G00367572

Analyst(s): Mark Paine


Selling digital business solutions drives the formation of partner ecosystems, which challenges traditional partner program structure and processes. Technology product marketers responsible for optimizing route-to-market strategies must create disruptive ecosystem programs to succeed.

Table Of Contents


  • Introduction
  • Evaluate the Need for a Partner Ecosystem
    • How Do Partner Ecosystem Programs Differ From Traditional Partner Engagement?
    • How Do I Determine the Need for a Partner Ecosystem?
    • Is There Any Other Criteria for Partner Ecosystem Formation or Participation?
    • What Type of Partners Would Be Attracted to Partner Ecosystems?
  • Design a Disruptive Partner Ecosystem Program
    • Disruptive Partner Ecosystem Program Design Essentials
    • What Traditional Program Elements Are Necessary to Deliver on a Partner Ecosystem?
  • Build a Partner Ecosystem Strategy, and Obtain Executive Agreement
  • Summary

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