Best Practice Report

The Ideal Partner Profile: A Channel Sales Leader’s North Star

December 21st, 2020


Today’s channel sales leaders must navigate a sea of variable conditions, manage the risks of veering off course, and avoid burning through resources at all costs. Channel sales leaders often forget or overlook that they have a North Star to guide them: the ideal partner profile. In this report, we detail the characteristics of a repeatable, scalable, and segment-driven partner profiling process and demonstrate how the ideal partner profile is connected to every investment decision a channel sales leader must make.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.