Introducing The Forrester Partner Persona Framework

September 11th, 2019

With contributors:

Matthew Selheimer , Maria Chien , Kiri Bartels

Summary

As with any business, the people within it drive the results. To achieve success, channel marketers must plan for the whole partner environment, specifically the various roles or personas within a partner organization that are key to a successful relationship between the supplier and the partner. The establishment of partner personas is fundamental to channel success, and understanding which attributes should be included in a persona profile is the first effort to undertake. In this report, we introduce the Partner Persona Framework and define the information required to build the partner persona profiles necessary for an optimal channel environment.

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