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: Partner-Based Marketing Accelerates Elusive Shadow Channel Engagement

    Model Your Partner-Based Marketing Program After ABM Best Practices

    May 22, 2019 Steven Casey, Jay McBain

    Today's empowered B2B customers demand a new level of specialization and sophistication from third-party firms that assist them. Choosing the wrong partners can have dire consequences on your business: increasing costs, limiting revenue growth, and ceding new markets to competitors. Channel leaders need a partner-centric approach to recruitment modeled on the best practices of account-based marketing (ABM). Forrester calls this partner-based marketing (PBM).

  • For eBusiness & Channel Strategy Professionals

    REPORT: Case Study: Luxasia Builds An Omnichannel Platform For Luxury Brands In Asia Pacific

    How A Traditional Retailer Reinvented Its Business Into A Platform Business Model

    May 20, 2019 Frederic Giron

    Luxasia is transforming itself from a brick-and-mortar distributor of luxury products into a platform business that luxury brands use to foster relationships with customers and grow their business in Asia Pacific (AP). This report helps digital leaders understand how technology, business, and relationships power platform business models in the retail industry.

  • For B2B Marketing Professionals

    REPORT: Now Tech: Channel Incentives And Program Management, Q1 2019

    Forrester's Overview Of 21 Channel Incentives And Program Management Providers

    March 26, 2019 Jay McBain

    You can use channel incentives to improve indirect sales performance, orchestrate partners' behavior, and engender channel loyalty. But to realize these benefits, you'll first have to select from a diverse set of vendors that vary by size, functionality, geography, and vertical market focus. B2B channel marketers should use Forrester's Now Tech report to understand the value they can expect from a channel incentives provider and select one based on size and functionality.

  • For B2B Marketing Professionals

    REPORT: Winning In The Channel Requires Data-Driven Program Innovation

    Leverage Channel Data To Give Partners A Better Experience

    January 2, 2019 Jay McBain

    Channel partners demand consistent, predictable programs, but indirect sales strategies, teams, and technologies reinforce silos in the partner journey, causing partners' dissatisfaction and artificial barriers to growth. Leveraging clean, enriched, and consolidated channel data will better inform each journey step, including program architecture, recruitment, onboarding, incentives, sales enablement, co-marketing, and overall end-to-end management. Channel and B2B professionals must integrate data silos and automate workflows to foster data-driven conversations with partners.

  • For B2B Marketing Professionals

    REPORT: The Forrester Wave™: Partner Relationship Management, Q4 2018

    The 12 Providers That Matter Most And How They Stack Up

    October 31, 2018 Jay McBain

    In our 26-criteria evaluation of partner relationship management (PRM) providers, we identified the 12 most significant ones — Allbound, Channeltivity, ChannelXperts, Impartner, Magentrix, Mindmatrix, Oracle, Salesforce, TIE Kinetix, Webinfinity, Zift Solutions, and ZINFI — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing and channel professionals make the right choice.

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Analysts Who Cover Channel Partners

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