Keys To Engaging Midtier Systems Integrators

January 1st, 2018

Dara Schulenberg

With contributor:

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.

Want to read the full report?

This report is available for individual purchase ($1495).

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.