Channel Partners

Channel partners include all means of reaching markets with products and complex solutions that tech vendors would find challenging to successfully market unassisted. Examples: VARs, SIs, MSPs, hosters, distributors, developers, retail, and online app stores. Research coverage includes cloud and mobile computing impacts, emerging partner business models, new e-channels and alternate channels, and pricing and program economics.

Latest Research

  • For B2B Marketing Professionals

    REPORT: Death Of The Traditional IT Channel

    Address New Hyperspecialized Shadow Channels To Succeed In The Age Of The Customer

    October 5, 2017 Jay McBain

    Shifts in technology buying trends favoring line-of-business (LOB) leaders are significantly altering the traditional IT and telecommunications channel. With business buyers leading or influencing many new technology projects, vendors must extend sales and marketing beyond resellers who focus on the tech organization and expand channel programs for nontraditional partners. B2B marketers: This report explores changing buyer dynamics, new influencers capitalizing on it, and the required hyperspecialization for indirect sales success in the months and years to come.

  • For CIO Professionals

    REPORT: Creating IoT-Enabled Products — The Two Major Vendor Partnership Options

    Customers Must Choose From A Diverse And Fragmented Set Of Vendors That Help With Building Connected Products

    March 17, 2017 Frank E. Gillett

    Product CTOs working with CIOs to add the internet-of-things (IoT) to their products quickly learn that doing so involves more than adding in sensors. They face four major challenges that unfold as they work through the design, production, and support journeys. For help, product CTOs can choose tech solutions vendors or professional services firms as their primary partners. This report outlines the different merits of each path and the typical strengths and weaknesses of 10 categories of vendors that product CTOs can choose from.

  • For eBusiness & Channel Strategy Professionals

    REPORT: Realign B2B Channels For A Post-Disruption World

    Buyer Journeys Dictate Dismantling And Reconstructing B2B Channel Ecosystems

    March 7, 2017Andy Hoar

    As B2B customers demand frictionless buy flows, global competition erodes margins, and manufacturers crave direct customer engagement, layers of middlemen are under pressure to evolve — or die. This report describes how age-of-the-customer digital forces are creating a challenging new reality, but also compelling new opportunities, for digital business professionals working at B2B manufacturers and channel partners.

  • For Application Development & Delivery Professionals

    REPORT: Best Practices: Building Strong Software Delivery Partnerships

    August 23, 2016 Duncan Jones

    Application development and delivery (AD&D) leaders need strong partnerships with a few key software providers, due to the risk of vendor lock-in, particularly with SaaS platforms and the need for external ideas and innovative thinking. Yet few supplier relationships actually deserve the "strategic partner" title. This report explains how to build and nurture strong, long-lasting relationships with your most important technology suppliers. This is an update of an earlier report that we published in July 2015. It includes new examples, fresh data, and revised recommendations.

  • For B2B Marketing Professionals

    REPORT: The Forrester Wave™: Partner Relationship Management (PRM) Platforms, Q3 2016

    The Eight Providers That Matter Most And How They Stack Up

    August 8, 2016Tim Harmon

    In Forrester's 32-criteria evaluation of partner relationship management (PRM) platform vendors, we identified the eight most significant software providers in the category — Allbound, Channelplace, Impartner, Outbound, PartnerPath, Relayware, Salesforce, and Zinfi Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up to help B2B marketing professionals and their technology management colleagues select the right vendor for their PRM platform.

View all research

Analysts Who Cover Channel Partners

View all related analysts