Gartner Research

Best Practices for TSPs to Enhance Their Channel Strategy Across 5 SMB Verticals

Published: 22 January 2020

ID: G00450661

Analyst(s): Monica Zlotogorski , Mikako Kitagawa


TSPs can grow their SMB opportunities by enhancing their channel strategy. TSP product marketers developing a vertical strategy can use these best practices to understand SMBs’ channel preferences across retail, financial services/insurance, healthcare, manufacturing and government.

Table Of Contents
  • Key Challenges



  • Better Understand What Sources of Information Are Used by SMBs to Make IT Decisions
  • Define Direct vs. Indirect Channel Combined With Purchase Methods

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