How CSOs Can Drive Growth With an Indirect Partner-Centric Sales Team

• Set clear segmentation, rules of engagement and compensation models that minimize conflict and create stronger alignment between direct sales teams and partners

• Identify areas where tools can drive workflow efficiencies in partner engagement and management, providing an exchange of data and enablement resources that empower partners

• Track SMART leading and lagging KPIs to measure the outcomes of a partner-centric sales team

Your partner ecosystem can be a powerful engine for growth, yet many sales organizations struggle to realize its full potential. Unclear rules of engagement, misaligned incentives and insufficient partner enablement can limit the value generated through indirect channels.

Join Gartner experts to learn how leading sales organizations build partner-centric sales teams that strengthen collaboration between direct sales and partners. Discover how to establish clear segmentation and engagement models, align compensation to encourage the right behaviors, provide partners with the tools and resources they need to succeed, and measure performance using meaningful leading and lagging indicators. Learn practical approaches to expanding sales capacity, increasing revenue and improving profitability through a partner-centric go-to-market strategy.

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