Best Practice Report

Channel Coverage Model And Competencies: Systems Integrators

January 1st, 2018

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).

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