How To Report

Fast-Tracking Channel Demand: Upsell And Cross-Sell Through Partners

January 1st, 2018
Maria Chien, VP, Research Director
Maria Chien VP, Research Director

Summary

Best-practice channel organizations have the knack of collaborating with partners on upsell and cross-sell strategies, so that they can leverage positive but static customer relationships to activate new sources of growth. These efforts extend the organization’s reach while providing partners with larger deal sizes, higher margins, and recurring revenue opportunities. In this report, we describe how channel leaders can apply the four phases of our framework for fast-tracking demand to upsell and cross-sell programs.

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