Best Practice Report

Building A Market-Leading Referral Partner Program

January 1st, 2018


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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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.