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For B2B Marketing Professionals

Channel Partners' Shifting Value-Add — And Their Digital Potential

Today's Value-Added Services Imperative: Broader, Deeper Business Relevance

November 17, 2015

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  • By Tim Harmon
  • with Peter O'Neill,
  • Jacob Milender,
  • Matthew Izzi

Why Read This Report

Channel partners historically have built their businesses on services that envelope physical goods: delivery/logistics, installation/configuration, onsite support, and so on. But as more and more physical goods are delivered or maintained as a service, channel partners need to shift their business models to craft the business services that aggrandize those services and resonate with the business decision-makers that buy them. But they won't get there without B2B marketing professionals' help.

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Table of Contents

  • Manufacturers Are Vying For A Bigger Piece Of The Services Pie
  • Partners Move From Product-Centric To Value-Added Business Services
  • The Digitization Of Services And Channel Implications

  • Stage A Services Enablement Program For Your Channel Partners

  • Business Buyers And BT Adoption Will Blur Vertical Channels
  • Supplemental Material
  • Related Research Documents