Best Practice Report

Adapting The Sales Ecosystem To A Partner-Led Approach

January 1st, 2018


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.

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.