Best Practice Report

Preparing For Channel Pipeline Acceleration

January 1st, 2018
Dara Schulenberg, null
Dara Schulenberg


Contributions from marketing and sales at the supplier and partner levels are essential for the effective execution of channel pipeline acceleration. Establishing a pipeline acceleration program helps create a coordinated approach across sales and marketing, while expanding the impact of marketing across the later stages of the Channel Demand Waterfall. This report describes the key components of an effective pipeline acceleration program within the channel that will improve conversion rates and increase the speed of slow-moving deals.

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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.