Partner management has been transformed. More businesses are adopting a distribution channel as a sales strategy to give partners more choice in whom they can do business with. Across all industries, businesses bring in 35% of their revenue from indirect sales. Some industries, such as automotive, tech, and manufacturing, can see a whopping 75% of sales coming from partners. Because technology makes so many more vendors’ products accessible, the competition for partner mindshare is incredibly intense. In this e-book, we outline the best way to choose the right partners, the requirements of partner relationship management (PRM), and the best practices for success with partners.
An indirect channel program helps many companies expand their sales footprint, increase service and delivery capabilities, and improve customer engagement with measurable results. Whether you are an established company wanting to enhance current relationships or a startup looking to recruit a handful of partners, working with third-party channel partners has its value and place within a comprehensive go-to-market strategy.
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