Keys To Engaging Solution Provider Partners

January 1st, 2018

Dara Schulenberg

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.

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.