Vision Report

Winning In The Channel Requires Data-Driven Program Innovation

Leverage Channel Data To Give Partners A Better Experience

January 2nd, 2019
With contributors:
Caroline Robertson , Jacob Basseches , Kara Hartig

Summary

Channel partners demand consistent, predictable programs, but indirect sales strategies, teams, and technologies reinforce silos in the partner journey, causing partner dissatisfaction and artificial barriers to growth. Leveraging clean, enriched, and consolidated channel data will better inform each journey step, including program architecture, recruitment, onboarding, incentives, sales enablement, comarketing, and overall end-to-end management. This report describes how channel and B2B professionals must integrate data silos and automate workflows to foster data-driven conversations with partners.

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