Published: 06 June 2023
Technology and service providers are often challenged in creating an indirect channel to grow the business. Product leaders should use the best practices in this document to recruit, enable, motivate and support channel partners to execute the plan.
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Less-than-ideal partners are often recruited into the partner program due to a lack of understanding as to what types of partners can offer the most benefit. In addition, effective recruitment requires a well-constructed value proposition, which contains a compelling reason for partners to engage and outlines the business case for the partnership.
Channel partners need to be educated on the onboarding process, performance expectations and division of responsibilities in the partnership. Lack of alignment of objectives between the partner and the technology and service provider (TSP) leads to poor engagement and little success.
Continuity of partner engagement is imperative for
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