Summary
Many suppliers fail to capture mindshare, remain relevant, and drive continuous engagement with partners. For each phase of the partner’s journey, suppliers should consider what questions partners may have and how their decisions will be shaped by the answers they receive. Partner ecosystem leaders must establish the practice of evaluating the partner’s journey from the partner’s perspective. This report describes the partner knowledge inflection points and key decisions faced during the seven phases of the partner’s journey toward a productive and profitable business partnership.
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