Gartner Research

Emerging Providers Must Understand CSPs’ Product Strategy to Use Them as a Sales Channel

Published: 29 August 2018

ID: G00368561

Analyst(s): Monica Zlotogorski, Pablo Arriandiaga


Emerging providers struggle with communications service providers’ B2B product strategy and go-to-market complexity. Tech CEOs at emerging providers should develop a channel strategy that aligns with the communications service provider’s product strategy.

Table Of Contents
  • Impacts


Impacts and Recommendations

  • Emerging Providers Struggle to Understand CSPs’ B2B Product Strategies
  • CSPs Use Different Product Strategies in B2B That Impact Go-to-Market Product Support
    • Go-to-Market
    • Product Development and Support
    • Risk Analysis
  • CSPs in B2B Seek Flexible Business Models Avoiding Upfront Investments and Sales Commitments

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