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  • Report Partner-Based Marketing Accelerates Elusive Shadow Channel Engagement

    Model Your Partner-Based Marketing Program After ABM Best Practices
    May 22, 2019 | Steven Casey, Jay McBain

    Today's empowered B2B customers demand a new level of specialization and sophistication from third-party firms that assist them. Choosing the wrong partners can have dire consequences on your...

  • Report Forget Marketing And Sales Alignment: Calibrate To The Customer For Optimal Buyer Experience

    May 1, 2019 | Lori Wizdo

    B2B marketers know they need to operate across their sales and marketing silos to connect with buyers via content, channels, and tactics that deliver the best buyer experience. But the diversity of...

  • Report Now Tech: Channel Incentives And Program Management, Q1 2019

    Forrester's Overview Of 21 Channel Incentives And Program Management Providers
    March 26, 2019 | Jay McBain

    You can use channel incentives to improve indirect sales performance, orchestrate partners' behavior, and engender channel loyalty. But to realize these benefits, you'll first have to select from a...

  • Webinar Predictions For The Technology Channel In 2019

    March 14, 2019 | Jay McBain

    We have seen more disruption in the channel in the past 18 months than we saw in the past 37 years combined. Explore six major trends shaping indirect sales channels and strategy over the next...

  • Report Winning In The Channel Requires Data-Driven Program Innovation

    Leverage Channel Data To Give Partners A Better Experience
    January 2, 2019 | Jay McBain

    Channel partners demand consistent, predictable programs, but indirect sales strategies, teams, and technologies reinforce silos in the partner journey, causing partners' dissatisfaction and...

  • Report The Forrester Wave™: Partner Relationship Management, Q4 2018

    The 12 Providers That Matter Most And How They Stack Up
    October 31, 2018 | Jay McBain

    In our 26-criteria evaluation of partner relationship management (PRM) providers, we identified the 12 most significant ones — Allbound, Channeltivity, ChannelXperts, Impartner, Magentrix,...

  • Report Superconnectors: Your Channel To The Channel

    Find And Leverage Community Leaders And Influencers To Build Your New Partner Ecosystem
    October 25, 2018 | Jay McBain

    B2B channel and marketing leaders are struggling to find ways to expand recruitment across many new partner types without making significant investments. Superconnectors provide a gateway to...

  • Report The Three C's Of Shadow Channel Recruitment

    Develop And Exercise Ideal Partner Profiles To Engage The Partners You Now Need
    September 26, 2018 | Jay McBain

    In our report "Death Of The Traditional IT Channel," Forrester defined new types of hyperspecialized shadow channels that successfully sell to the new B2B buyer. B2B channel and marketing leaders...

  • Webinar The Future Of Partner Marketing: Through-Channel Marketing Automation

    Using The Forrester Wave™
    June 13, 2018 | Jay McBain

    With 75% of world trade flowing indirectly, the time has come for channels, partnerships, and alliances to be enabled with the same level of marketing passion as direct. The third stage in sales...

  • Report The Forrester Tech Tide™: Channel Software, Q1 2018

    Eight Technology Categories Automate Indirect Channel Programs
    January 10, 2018 | Jay McBain

    Channel software is increasingly critical to firms' ability to win, retain, and serve their customers. To accelerate performance of partnerships and alliances, B2B marketers need to automate...

  • Report Death Of The Traditional IT Channel

    Address New Hyperspecialized Shadow Channels To Succeed In The Age Of The Customer
    October 5, 2017 | Jay McBain

    Shifts in technology buying trends favoring line-of-business (LOB) leaders are significantly altering the traditional IT and telecommunications channel. With business buyers leading or influencing...