Best Practice Report

Establishing The Right Channel Management Cadence

January 1st, 2018

Summary

Adherence to a standard meeting calendar and format drives productive interactions between strategic partners and partner account managers. Gaining commitment to quarterly business reviews and weekly forecast reviews requires effective preparation and provides value to the partner. Providing partner account managers with the right training, data, tools, and motivation is critical to success. In this report, we provide guidelines for the four critical disciplines of an optimal channel management cadence.

Want to read the full report?

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.