Best Practice Report

Channel Conflict Deep Dive: Partner Agreements

January 1st, 2018

Summary

Many B2B organizations fail to include key terms in their partner agreements that can be used to mitigate conflict and drive performance. There are six core focus areas for channel leaders when creating or altering the structure of partner agreements. If original agreements cannot be altered, consider creating addenda or incremental letters of understanding to enhance your channel relationships. In the report A Model for Managing Channel Conflict, we categorized and described six core causes of channel conflict; in this report, we delve deeply into the first cause — partner agreements — and discuss what can be done to minimize it.

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.