Best Practice Report

Improving Visibility In The Channel

January 1st, 2018


Channel leaders lament not having better visibility into their reseller businesses, but many are at least partially to blame for their woes. Forcing partners to enter data into multiple systems and executing campaigns differently through distributors exacerbates the visibility problem. Communication is key; make it concise, technology-enabled, and streamlined for maximum effect. In this report, we describe two contributors to poor channel visibility and discuss what can be done to mitigate each, then provide three principles that should guide the creation of channel programs.

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.