Planning Guide Report

Channel Sales: Planning Assumptions 2020

October 1st, 2019


Forrester has identified four planning assumptions that should drive channel sales leaders’ agendas. Channel sales leaders constantly face the difficult challenge of relying on external constituents (partners) to meet their commitments to internal constituents (e.g., board of directors, CEO). However, other members of the corporate management team are either unaware of, overlook or diminish the magnitude of this challenge. The channel sales leader must demonstrate a zealous commitment to representing the value of the channel. In this report, we focus on four ways that channel sales leaders can generate the sales traction and organizational momentum they need to surpass their goals.

Want to read the full report?

This report is not available for purchase at this time.

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.