The Forrester Partner Engagement Toolkit

When B2B suppliers fail to effectively engage partners, these relationships fall short of their potential. By contrast, channel leaders who tailor engagement strategies to the relevant partner business model and take a deliberate approach across five programmatic components — incentives, communications, processes, training, and relationships — succeed in sustaining partner mindshare and earning partner loyalty. Suppliers must approach engagement as an ongoing initiative that must be sustained to realize long-term success. They must continually craft communications, offers, and incentives to renew partner interest and activity. In this research toolkit, we aggregate insights on developing and executing an effective partner engagement strategy.