Best Practice Report

Channel Coverage Model And Competencies: Systems Integrators

January 1st, 2018
Stephanie Sissler, VP, Principal Analyst
Stephanie Sissler VP, Principal Analyst

Summary

Systems integrators (SIs) are strategic partners used by suppliers seeking to break into new industries and markets. SIs demand proper attention and a high level of support, as they play a critical role in combining supplier offerings to deliver value to buyers. An effective coverage model, led by a competent strategic alliance manager, is key to supporting SIs properly. In this report, the second 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 systems integrators (SIs).

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.