As B2B buying dynamics evolve, so does the role of channel sales. Read our latest insights to build a channel sales strategy that supports predictable, scalable sales success.
Europe-5 Online Retail Sales Will Reach €553 Billion By 2027
The Europe-5 markets comprise the top five economies in Europe — in order of size, those are Germany, the UK, France, Italy, and Spain. In 2022, total retail sales for the Europe-5 countries continued to grow strongly, but this growth actually shifted from online channels and touchpoints to offline channels and touchpoints. You read that […]
How B2B Companies Will Win The Competition For Growth
The competition for growth is fiercer than ever for B2B companies. To win, marketing, product, and sales leaders need to build a growth engine based on three fundamentals that are also simple, powerful, challenging, and achievable.
Tackle 2023 With Bold Action & Clear Focus
Get our Predictions 2023 Guide to see the 12 big-impact dynamics that leaders will have to navigate in the coming year.
Ranking And Prioritizing Channel Partners: To Tier Or Not To Tier?
Based on evolving B2B buyer needs and preferences, investing and collaborating with your channel partners is becoming increasingly prevalent and important. That said, it is unwise and unrealistic to support all partners in your ecosystem equally. Aligning resources to engage and enable the right ones is crucial. The challenge is how best to segment and prioritize partners accurately, […]
B2B Buyers And Digital Selling (Part 2): Buyer Enablement And Buying Signals
Sell something to a prospect, and you might earn a valuable commission. Help a prospect buy, and you might earn a valuable customer. This practice — helping prospects buy — is buyer enablement. And it requires a deeper understanding of purchasing preferences and the buying process itself, particularly with self-service. In this area, B2B teams […]
B2B Buyers And Digital Selling (Part 1): Self-Service, PLG, And Consumption Pricing
Digital selling insights from buyers and B2B sales executives, covering self-service purchasing, product-led growth (PLG), e-commerce, and consumption-based pricing. Will they converge or remain distinct practices shaping the buying experience?
Actionable Insights And Metrics That Unlock Channel Sales Growth
Importance Of Channel Sales Metrics Today, actionable insights are the backbone of channel sales organizations. Collecting the right data and transforming it into actionable insights enables channel sales leaders to spot risks, find opportunities for growth, and make smarter decisions. In other words, tracking the right metrics could mean the difference between hitting your channel […]
Myths And Realities Of Channel Conflict: Evolving Partnership Dynamics Will Dissolve Channel Conflict Concerns
When discussing brands’ direct-to-consumer (DTC) digital strategies, I am often asked how brands are handling issues of channel conflict with retail partners. There are a few forerunners to my response: A brand’s DTC digital strategy is not just about direct transactional sales to consumers. All brands need a DTC digital strategy, which derives value beyond […]
See Why 2023 Fortune Favors The Bold And Focused
Explore our 2023 Predictions to see where strategies are shifting – and where opportunities for bold moves exist.
Unlocking The True Business Opportunity For Modern Partners
The business opportunity for channel partners is larger than most vendors realize. Transform a linear transaction into exponential growth.
Prepare Now For Successful 2022 Channel Sales Planning
Management and growth of the channel is too important to be left to chance. Here are the five actions to take in Q4 to ensure you and your organization are ready to begin building your 2022 channel sales plan.
Top 59 Global IT Channel Media Outlets — What MSPs, MSSPs, Resellers, Integrators, And IT Consultants Read
Out of the 14 different spheres of influence that we track at Forrester, the channel industry trade press ranks near the top. Smart vendors and distributors know that the magic of finding, influencing, recruiting, enabling, and nourishing a top-performing channel boils down to three simple questions about partners: What do they read? Where do they […]
Top 143 Social Media Groups For MSPs, VARs, And Tech Channel Professionals
The channel is very large, highly diverse, and incredibly decentralized. Channel partners know that to be successful, they need to carve out a niche — whether that be by line of business, by industry (and, increasingly, by subindustry), by size of customer, geographically, technologically, and by business model. These six vectors are not mutually exclusive, […]
The 100 Best Channel Podcasts Of 2021
With more than 2 million podcasts available how do you find the best channel podcasts? Forrester's Principal Analyst Jay McBain has you covered. Check out the list of the best 100 channel podcasts of 2021.
For Partners, If It Makes Dollars, It Makes Sense: Using TEI To Build The Business Case For Your Partner Program
A Forrester channel TEI study highlights the economic metrics and the business advantages to choosing to work with that partner. These studies can explain and break down the economics and the outcomes of a partnership investment in real-dollar terms partners understand — not just gold, silver, and bronze.
Are Distributors The Future Of Distribution?
I made a prediction in January of 2018 that IT distributor disruption would continue. It was obvious that industry consolidation was accelerating, major distributors were diversifying, and private equity was getting more interested in transforming the industry. In the second half of last year, the two largest global IT distributors were acquired by private equity, […]
Channel And Ecosystem Leaders Are Demanding More From Partner Relationship Management (PRM) Solutions
As brands increasingly use different types of partners to reach, influence, transact, and retain customers, partner relationship management (PRM) solutions are being asked to serve both traditional and nontraditional channels at a new level of scale and personalization. Managing these growing ecosystems in a consistent, predictable, and productive way is critical to the success of […]
Five Tips For Getting 2021 Channel Sales Off To A Fast Start
Even in the best of times, starting the new year off fast is important. With the continuing uncertainty and turmoil caused by COVID-19, channel sales leaders must act now to ensure their team can hit the ground running on day one of the new year.
Marketplaces Make Their Mark In The Channel
Online marketplaces have been around in one form or another for decades. Accelerating the trend is a myriad of factors including changing buying behaviors and demographics, companies shifting to subscription and consumption models, and the rising importance of ecosystems. Put simply, the future business buyer will look more and more like a consumer.
Channel Reimagines Physical Events, Looking To Reopen Slowly
In-person channel events are slowly returning, albeit in a modified form. Expect more of these physical/virtual hybrid events to pop up in the coming months.
Channel Software Tech Stack 2020 — PRM, TCMA, Ecosystem, Incentives, Channel Data, Learning, Readiness, And Pricing
Ecosystems don’t run on spreadsheets anymore. Principal Analyst Jay McBain provides a detailed look at the channel software market and its ability to help drive business and relationships.
Quantifying COVID-19 For The Tech Channel — May 8 Update
With COVID-19 still spreading and broad quarantines, shutdowns, and other measures to contain it continuing, it is still impossible to make definitive predictions of its impact on the tech channel. Instead, we are using three scenarios that take into account different recovery start times and shapes of recovery graphs. More detail around these scenarios, tech […]