Channel Partner Study –
Success in the Indirect Sales Channel

Discover the challenges facing channel organizations and channel partners, and gain insights into the trends influencing channel businesses.

Over 100 interviews with indirect channel partners from the IT industry form the basis for this study. IT channel partners answered a comprehensive set of questions on business strategy, risk management, marketing, sales, solution strategy, consulting and human resources—and the results are right here. channelpartnerstudy_thumb02 Download the study now and broaden your understanding of the issues shaping indirect channels. Whether you’re a channel partner or a channel organization, this paper has something for you.

Important findings include the identification of:

  • Critical success factors for channel partners
  • Typical skills gaps in partner landscapes
  • Best practices for collaboration between channel partners and channel organizations