Best Practice Report

Channel Partners' Shifting Value-Add — And Their Digital Potential

Today's Value-Added Services Imperative: Broader, Deeper Business Relevance

November 17th, 2015
Tim Harmon
With contributors:
Peter O'Neill , Jacob Milender , Matthew Izzi


Channel partners historically have built their businesses on services that envelope physical goods: delivery/logistics, installation/configuration, onsite support, and so on. But as more and more physical goods are delivered or maintained as a service, channel partners need to shift their business models to craft the business services that aggrandize those services and resonate with the business decision-makers that buy them. But they won't get there without B2B marketing professionals' help.

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