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Panel Discussion: 3 Critical Steps to Create a Winning Sales Channel Strategy

ON-DEMAND
| 1 hour

Channel partners frequently enable and enhance outcomes throughout the sales process. They can support lead generation, offer resales and improve service delivery. Strong sales organizations use channel partners to expand their market reach, deliver more flexible or enhanced products and services, and garner product feedback from the channel’s end-customer relationships. Yet, too often, weak channel partner objectives, misaligned priorities and a hands-off approach to incorporating channel partner best practices lead to missed opportunities to drive new revenue. In this complimentary webinar, a panel of Gartner experts looks at how to assess your current channel partner objectives, align channel partner metrics with customer priorities, and implement proven best practices.

Return to this web page to watch the webinar. Contact us at gartnerwebinars@gartner.com with questions about watching.

Discussion Topics:
  • Why unstructured channel growth plans lead to ill-defined or missed business objectives
  • Determine the ideal channel partner program design for your organization, industry and business model
  • Avoid channel strategies that fall short, create channel conflict and dampen revenue potential

Hosted by

Doug Bushée

Sr Director Analyst

Zachary Carmichael

Sr Consultant

Host

Tom Cosgrove

Sr Director, Advisory

Host

Dalan Rohrer

Associate Director Consulting

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