Gartner Research

Technology and Service Providers: Building a Scalable Indirect Sales Channel Program, Part 3 — Execution

Published: 17 January 2020

ID: G00465504

Analyst(s): Mark Paine , Neil McMurchy


Technology and service providers are often challenged in creating an indirect channel to grow the business. TSPs should use the best practices in this document to recruit, enable, motivate and support channel partners to execute the plan.

Table Of Contents
  • Key Challenges


  • Series Overview
    • Part 3: Execution


  • Carefully Recruit 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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