Reinforce Channel Partner Bonds In The Era Of The Cloud

The channel partner ecosystem is undergoing a massive upheaval, largely as a result of rapidly evolving cloud computing engagement and delivery models, and it will go through several tectonic shifts before settling. Amid these changes, the classic methods of cultivating and measuring partner loyalty are no longer sufficient or effective. One result in particular of this transformation is that partners are placing greater value on sales enablement professionals' enablement programs, systems, and accessibility, not just their financial incentives. Cultivating partner loyalty today is a complex, multifaceted endeavor, one that warrants a new vision incorporating new approaches to partner enablement. This report was originally published on August 16, 2012; Forrester reviews and updates it periodically for continued relevance and accuracy, and this time found that only minimal changes were needed, and updated it accordingly as of December 2014.