Charter Report

Establishing A Successful Enterprisewide Partner Enablement Strategy

January 1st, 2018


Suppliers are under constant pressure to increase partner competencies to achieve full productivity. While enabling partners is a high priority, organizational accountability for enablement is often lacking. Channel marketing, channel sales, portfolio marketing and other functions have important roles in designing and delivering partner enablement. A lack of coordination leads to continued random acts of enablement, a duplication of efforts, and diluted, inconsistent messages and positioning. In this report, we outline the mix of functional interlocks with a supplier’s product, marketing, and sales teams that channel marketing must orchestrate to enable partners to achieve full productivity.

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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.