How To Report

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

January 1st, 2018


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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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.