Best Practice Report

Keys To Engaging Solution Provider Partners

January 1st, 2018

Summary

When B2B suppliers fail to effectively engage and collaborate with solution provider partners, including value-added resellers, these relationships fall short of their potential. Suppliers must use five program components to choreograph partner engagement: incentives, communications, processes, training, and relationships (see The Forrester Partner Engagement Framework). In this report, we explain how to apply each of these components to engage solution provider partners.

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