Best Practice Report

Adapting The Sales Ecosystem To A Partner-Led Approach

January 1st, 2018

Summary

When a B2B organization that already sells through a direct sales force decides to start selling through partners, it needs to reengineer its sales ecosystems to accommodate both models. By adapting the four phases of the sales ecosystem — strategy, build, execute, and measure — the organization can minimize channel conflict and avoid a lack of coordination in its efforts to reach new buyers. In this report, we review the phases of the sales ecosystem and describe what changes are needed when a direct-selling organization decides to adopt a partner-led approach.

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