Best Practice Report

Building A Market-Leading Referral Partner Program

January 1st, 2018

Summary

Regardless of the product or market, the one thing all B2B organizations have in common is the desire to grow. With the high costs of mergers and acquisitions and expanding a direct sales force, many suppliers are putting greater focus on growth through indirect channel partners. Partners can help suppliers open the door to new business opportunities faster, typically at a lower cost, and with lower risk than a merger or an acquisition. In this report, we provide insights on the key decisions suppliers must make when leveraging a referral partner program, in which partners are tasked with uncovering and passing leads to the supplier.

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