Summary
When B2B suppliers fail to effectively engage and collaborate with midtier systems integrator (MTSI) partners, these relationships fall short of their potential. To successfully engage an MTSI partner, suppliers must develop processes that facilitate joint account planning and co-selling. This report describes five program components suppliers must use to choreograph partner engagement — incentives, communications, processes, training, and relationships — and how to apply each of these components to MTSI partners.
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