Channel Sales: Planning Assumptions 2020

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.