TRED Best Practices: Supplier-To-Partner

Programs that benefit partners directly — and customers indirectly — currently garner more than 33 percent of typical B2B channel budgets. A growing number of technological options help optimize the supplier/partner relationship, but they must be chosen and integrated carefully. Key themes for partner enablement are delivery and duration; how quickly and easily can your partners build knowledge and skill?

A growing number of channel leaders are answering the question “What is the most important thing to do right now?” with an increased focus on supplier-to-partner related activities, programs designed and executed by the supplier for the specific benefit of partners; while end customers may indirectly benefit from them, the programs themselves will be transparent. In this report, we will examine this trend more deeply through the lenses provided by our channel TRED (technology-recruitment-enablement-demand creation) model, and share specific areas of supplier-to-partner spend focus and best practices.