Toolkit

The Forrester Partner Engagement Toolkit

Defining A Strategy For Earning Partner Mindshare

April 29th, 2021
Kathy Contreras, VP, Principal Analyst
Kathy Contreras VP, Principal Analyst
Dara Schulenberg, null
Dara Schulenberg
With contributor:
Maria Chien

Summary

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.

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