Best Practice Report

Channel Coverage Model And Competencies: ISVs

January 1st, 2018

Summary

B2B buyers demand integrated solutions to help them address key business issues. Independent software vendors (ISVs) provide customer-driven technologies that help platform suppliers expand their footprint in existing accounts and new markets. An effective channel coverage model led by a competent account manager is key to providing the right support structure for ISVs.

Matchups are crucial in the B2B channel, where suppliers need to support the capabilities and needs of each type of partner. In this report, the third in a series on coverage models for various partner types, we present a coverage model and key competencies for suppliers seeking to optimize the management of independent software vendors (see Figure 1).

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