Summary
The channel management function often starts out as a suborganization of the sales function, and rightly so. But the channel function can become mired there as a "sales channel" and not reach its full potential as a "marketing, sales, delivery, and support channel." This report outlines how business-to-business (B2B) marketing professionals can adapt their channel organization structure according to their channel maturity model.
Log in to continue reading
Client log in
Welcome back. Log in to your account to continue reading this research.
Become a client
Become a client today for these benefits:
- Stay ahead of changing market and customer dynamics with the latest insights.
- Partner with expert analysts to make progress on your top initiatives.
- Get answers from trusted research using Izola, Forrester's genAI tool.
Purchase this report
This report is available for individual purchase ($1495).