Model Overview Report

The Forrester Channel Operating Model

The Key Functional Processes And Activities Required To Support A Successful Indirect Business

January 1st, 2018
Kathy Contreras, VP, Principal Analyst
Kathy Contreras VP, Principal Analyst
With contributors:
Stephanie Sissler , Maria Chien , Dara Schulenberg

Summary

Many B2B organizations plan to grow their business by revising or adding channels and partner routes to market. Without a framework for quantifying and prioritizing the core areas that require development or improvement, organizations may spend a great deal of time and resources but end up with minimal results. This report offers a model to help suppliers increase their speed to market and identify the key functional processes and activities required to build, manage, and grow a successful indirect business.

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