Summary
In the B2B channel, suppliers often treat partner engagement as a one-time event, be it a response to a program offer or the achievement of an initial revenue milestone. If suppliers do not develop strategies to continually engage their partners, they will quickly be lost in the crowd. Best-in-class suppliers view engagement from a long-term perspective, focusing on how consistently each partner is engaged over time. In this report, we present the Forrester Partner Engagement Framework, which includes five components suppliers can use to drive and maintain partner engagement.
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