Best Practice Report

Understanding The Evolved Partner’s Journey

October 31st, 2019

Summary

Many suppliers fail to capture mindshare, remain relevant, and drive continuous engagement with partners. At each phase of their development, partners need answers to questions that guide partnership decision-making. To accomplish this, channel leaders must establish the practice of evaluating their partner’s journey from the partner’s perspective. 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. This report describes the knowledge partners gather during the seven phases of the partner’s journey toward a productive and profitable business relationship with the supplier.

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