Forrester

For Sales Enablement Professionals

Report:Being Strategic Does Not Guarantee Partner Loyalty

Landscape: The Channel Partner Loyalty Playbook

Every few years, channel partners reassess their vendor portfolios and determine how much to invest in each of their relationships. The tech industry ecosystem is now in that state, and tech vendors...

• Downloads: 43

For Sales Enablement Professionals

Report:Cloud Channel Trends, 2013 To 2014

A Critical Mass Of Channel Partners Are Embracing Cloud

Forrester recently surveyed channel partner company executives on their business model plans with respect to cloud computing. What we learned: After much gnashing of teeth (over marginalized...

• Downloads: 407
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For Sales Enablement Professionals

Report:B2B Marketing Tactics And Results: Channel-Oriented Versus Direct

Channel Ecosystem Entropy Diminishes Results

In this economic climate of scrutinized marketing budgets and demonstrable return on investment (ROI) expectations, business-to-business (B2B) marketers need to make sure that they're doing the right...

• Downloads: 156

For Sales Enablement Professionals

Report:Partner Loyalty Metrics That Matter

Performance Management: The Channel Partner Loyalty Playbook

Program performance management is about systematic measurement and relentless adjustment, in this case, of your channel partner loyalty program. Identifying the right metrics and implementing the...

• Downloads: 145
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For Sales Enablement Professionals

Report:How Customers Value IaaS Cloud Channels

Hosters And Tech Vendors Are Drafting Amazon's Slipstream

The infrastructure-as-a-service (IaaS) cloud business, with its high margins, is a strong attractant to a slew of provider channels. But customers view different provider types differently in terms...

• Downloads: 319

For Sales Enablement Professionals

Report:Opportunities In The SMB Cloud Services Market

SMBs' strong adoption of cloud computing is well known. What is less well understood is how SMBs are adopting cloud for various technology categories relative to one another.

• Downloads: 196
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For Sales Enablement Professionals

Report:Reinforcing Channel Partner Bonds In the Era of The Cloud

Vision: The Channel Partner Loyalty Playbook

The channel partner ecosystem is undergoing a massive upheaval, largely as a result of rapidly evolving cloud computing engagement and delivery models, and will go through several tectonic shifts...

• Downloads: 237

For Sales Enablement Professionals

Report:Making The Case For Partner Loyalty Investment

Business Case: The Channel Partner Loyalty Playbook

Partners will remain loyal to a vendor to the extent that the vendor relationship helps them achieve their business goals. The strength of this partner-vendor relationship is determined by multiple...

• Downloads: 133

For Sales Enablement Professionals

Report:Partner Loyalty Drives Competitive Advantage

Executive Overview: The Channel Partner Loyalty Playbook

Tech vendors have long understood the power of channels and wielded their channel networks as competitive weapons. But the channel ecosystem is undergoing dramatic changes, and channel partners'...

• Downloads: 245
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For Sales Enablement Professionals

Report:The Millennial Workforce Effect On SMB Technology Utilization

SMB Millennials "Out-Tech" Even Their Enterprise Peers

It is well understood that the entrée of the Millennial generation into the workforce is having a profound effect on businesses' technology decision-making and utilization. What is less well...

• Downloads: 63