Model Overview Report

Introducing The Forrester Channel Product Readiness Framework

January 1st, 2018
Kathy Contreras, VP, Principal Analyst
Kathy Contreras VP, Principal Analyst
With contributor:
Lisa Singer

Summary

For B2B organizations that are developing and commercializing new offerings, channel readiness is often not top of mind. Suppliers should assess an offering’s fit for the channel early in development, rather than develop a product and later adapt it for the channel. B2B channel partners often have a broad range of suppliers and products to choose from when selecting a supplier to partner with. Forrester has identified five sets of considerations suppliers should apply when developing and commercializing products that leverage channel partners in their route-to-market strategy.

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