Best Practice Report

Discover The Lost Opportunity: Indirect Customer Demand And Revenue

Realize The Importance Of Through-Partner Customer Demand For Partner Ecosystem Revenue And Growth

August 16th, 2023
Kathy Contreras, VP, Principal Analyst
Kathy Contreras VP, Principal Analyst
With contributors:
Maria Chien , Amy Bills , Kiri Bartels , Arianne Burnette

Summary

The majority of B2B partner demand programs target only net new buyers, rather than partners’ customers. This ignores partners’ existing, loyal customer base, and represents a tremendous lost opportunity through partners. Indirect customer demand must become a top area of focus for partner ecosystem marketing leaders. In this report, we highlight the opportunity lost by ignoring indirect customer demand.

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.