Best Practice Report

Enabling Channel Partners As Trusted Advisors

January 1st, 2018

Summary

Channel partners that serve as trusted advisors to their customers can play an enhanced role throughout the buying process. Suppliers must consciously develop and enable partners to help them achieve trusted advisor status. Trusted advisor partners are also good candidates to participate in advocacy activities. In this report, we outline the steps suppliers should take to enable their partners to influence their customers as trusted advisors, based on the four phases of the Influencer Lifecycle Framework.

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