Best Practice Report

Keys To Engaging Solution Provider Partners

January 1st, 2018
Dara Schulenberg, null
Dara Schulenberg


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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