HomeResearch Articles Adapting the Sales Ecosystem to a Partner-Led Approach

Adapting the Sales Ecosystem to a Partner-Led Approach

  • New markets and expanding portfolios are requiring b-to-b organizations to expand their sales through indirect channels to achieve faster, more scalable growth
  • Organizations employing both direct and channel sales models often create channel conflict and interrupt revenue flow
  • Not all partner types require the same level or type of support, so organizations should first establish routes to market, then align resources to each partner type
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