Gartner Research

General Manager Insights: Three Essential Elements of Effective Indirect Channel Sales Enablement

Published: 18 June 2019

ID: G00388850

Analyst(s): Mark Paine

Summary

Quality partner sales enablement content is critical for indirect channel success but is often overlooked. Technology general managers directing commercial operations must ensure content is contextual, compelling, customizable and accessible to improve go-to-market success through indirect channels.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Develop Content That Is Contextual and Compelling to the Partner and Customer
    • What Is Sales Enablement Content?
    • What Content Is Essential for Today‚Äôs Buyer?
    • What Content Is Required to Help the Sales Rep Succeed During Prospect Interactions?
  • Help Partners Deliver Customizable Content
  • Implement Modern Channel Support Systems
  • Summary

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