Gartner Research

How Tech CEOs Can Avoid 4 Common Mistakes When Using CSPs as B2B Sales Channels

Published: 02 April 2019

ID: G00373411

Analyst(s): Pablo Arriandiaga, Gaspar Valdivia

Summary

Tech CEOs struggle when partnering with communications service providers as a sales channel for B2B products. Tech CEOs looking to improve their sales execution through CSPs should understand what CSPs expect and have a well-established plan to avoid common pitfalls.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Create a Detailed Plan Including a Scenario to Discontinue the Partnership
  • Better Align Your Objectives With the CSP’s Product Line and Strategy
  • Invest in Sales Support Where CSP Has Strong B2B Practice to Bring Clients to the CSP
  • Identify Key Decision Makers in the CSP Organization That Will Push Sales After Signing the Partnership

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