Keys to Engaging Managed Services Provider Partners

January 1st, 2018

Dara Schulenberg

With contributor:

Summary

B2B suppliers must adapt their partner programs to support channel partners’ evolution to selling managed services. When suppliers fail to effectively engage and collaborate with managed service provider (MSP) partners, these relationships fall short of their potential. In this report, we explain how to apply the five components of partner engagement — incentives, communications, processes, training, and relationships — to engage MSP partners.

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