Trends Report

The Five Things Channel Partners Want From Tech Vendors

And Another One They're Going To Need

April 12th, 2010
Tim Harmon, null
Tim Harmon
With contributors:
Peter O'Neill , Zachary Reiss-Davis

Summary

In our discussions with channel partners, they consistently voice five criteria they use to assess the value of their relationships with tech vendors: market size/opportunity, revenue/profit streams, the vendor's channel enablement program, the ease of conducting business via the vendor's channel program, and how the vendor showcases successful partners. In addition, as cloud delivery models continue to percolate, channel partners will increasingly need business model training involving skill set sourcing and new accounting methods. Ensuring that your channel operations encompass these criteria will go a long way toward winning, satisfying, and securing increasingly discerning channel partners.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.