Best Practice Report

Introducing The Channel Digital Marketing Transformation

January 4th, 2018

Summary

As buyers shift their preferences to digital interactions, B2B organizations must transform themselves to market and sell digitally. To keep pace with changing marketplace dynamics, B2B organizations must focus on shifting the entire company toward a digital focus. For organizations that include channels and partners in their go-to-market strategy, this shift requires a transformation for the supplier’s partners as well. Channel partners often are challenged with this need to transform and look to suppliers to provide support. Therefore, a top priority for B2B channel marketing leaders is helping their partners transform their marketing and selling efforts. In this report, we explain how channel marketers can successfully navigate the digital marketing transformation and help their partners by providing context on the challenges, definitions, and foundational elements that affect the channel.

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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.