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• 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...

• 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...