Channel Sales

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.

Discover how Forrester supports B2B sales leaders.

Insights

Blog

Prepare Now For Successful 2022 Channel Sales Planning

Stephanie Sissler 2 days ago
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.
Read More
Blog

Top 59 Global IT Channel Media Outlets — What MSPs, MSSPs, Resellers, Integrators, And IT Consultants Read

Jay McBain September 2, 2021
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 […]
Read More
Blog

Top 143 Social Media Groups For MSPs, VARs, And Tech Channel Professionals

Jay McBain July 8, 2021
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, […]
Read More
Blog

The 100 Best Channel Podcasts Of 2021

Jay McBain April 29, 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.
Read More
Blog

For Channel Partners, If It Makes Dollars, It Makes Sense: Using TEI To Build The Business Case For Your Channel Program

David Park April 26, 2021
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.
Read More
Blog

Are Distributors The Future Of Distribution?

Jay McBain February 24, 2021
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, […]
Read More
Blog

Channel And Ecosystem Leaders Are Demanding More From Partner Relationship Management (PRM) Solutions

Jay McBain November 9, 2020
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 […]
Read More
Blog

Five Tips For Getting 2021 Channel Sales Off To A Fast Start

Stephanie Sissler October 6, 2020
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.
Read More
Blog

Marketplaces Make Their Mark In The Channel

Jay McBain August 20, 2020
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.
Read More
Blog

Channel Reimagines Physical Events, Looking To Reopen Slowly

Jay McBain August 11, 2020
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.
Read More
Blog

Channel Software Tech Stack 2020 — PRM, TCMA, Ecosystem, Incentives, Channel Data, Learning, Readiness, And Pricing

Jay McBain June 26, 2020
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.
Read More
Blog

Quantifying COVID-19 For The Tech Channel — May 8 Update

Jay McBain May 8, 2020
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 […]
Read More
Blog

Getting and Keeping a Seat at the Table: What Channel Sales Leaders Need to Do Differently

Stephanie Sissler February 18, 2020
  • Channel sales leaders must sharpen their business acumen and align their actions with the company’s strategy to gain internal support
  • Today’s buyers and solutions are changing, making it imperative to increase the rigor around recruitment and determine whether current partners are the right ones
  • Channel sales leaders must become trusted advisors to other company leaders — e.g. by providing peers with the data and insights they need to succeed
Read More
Blog

The 64 Best Channel Podcasts Of 2019

Jay McBain November 12, 2019
ALERT:  NEW 2021 VERSION NOW AVAILABLE HERE: https://www.forrester.com/blogs/the-100-best-channel-podcasts-of-2021/     If you haven’t listened to a podcast yet, you’re now in the minority.  According to Podcast Insights, 51% of the US population has listened to at least one podcast. Since the first podcast came on the scene in 2004, there are now over 750,000 podcast […]
Read More
Blog

Five Ways Channel Partner Success Mirrors Hiking the Grand Canyon

Dara Schulenberg November 7, 2019
  • Channel partner success is a product of preparation, planning and execution
  • Ongoing monitoring and adjustment of the plan is a strategic imperative
  • Nothing is more satisfying than accomplishing a mutual goal together
Read More
Blog

Predictions 2020: Ecosystems Are The New Optimizers For B2B Sellers

Joe Cicman October 29, 2019
Learn what B2B sellers must do to innovate and drive value in 2020. Read our predictions for B2B commerce.
Read More
Blog

Channel Automation Becomes Table Stakes For Partnership Success

Jay McBain October 22, 2019
Channel professionals want to talk about expanding their partner programs and building broad ecosystems, but the truth is that many of their basic program and channel management processes are still painfully manual and error-prone. Before accelerating their channel program, they need to apply basic automation technologies to get their front- and back-end systems to a […]
Read More
Blog

Common Pitfalls of Joint Business Planning With Channel Partners and How to Avoid Them (Part Two)

Stephanie Sissler September 19, 2019
  • The first step on the path to joint business planning success is recognizing that it is not a highly recommended or obligatory annual task, but an ongoing partnership imperative to driving revenue
  • Joint business planning with channel partners is one of the most effective means of driving alignment and more profitable revenue growth
  • Joint business planning is a learned skill that must be supported by a proven, standardized process, the right data and insights, easy-to-use tools, and ongoing training and coaching
Read More
Blog

Common Pitfalls of Joint Business Planning With Channel Partners and How to Avoid Them (Part One)

Stephanie Sissler September 12, 2019
  • The first step on the path to successful joint business planning is recognizing that it’s not a highly recommended or obligatory annual task — it’s an ongoing partnership imperative to drive revenue
  • Joint business planning with channel partners is one of the most effective means of driving alignment and more profitable revenue growth
  • Joint business planning is a learned skill that must be supported by a proven standardized process, the right data and insights, easy-to-use tools, and ongoing training and coaching
Read More
Blog

Time To Rethink Channel Incentives And Program Management (CIPM)?

Jay McBain April 1, 2019
Channel incentives are used to improve indirect sales performance, orchestrate partners’ behavior, and engender channel loyalty. For decades, channel professionals have used channel incentives to drive behavior, whether establishing new behaviors, suppressing old ones, or repositioning partners for a new opportunity. Incentives are also effective in masking deficiencies in business value propositions. Channel incentives and […]
Read More
More posts