HomeResearch Articles Navigating the Channel Operating Model at Emerging Companies

Navigating the Channel Operating Model at Emerging Companies

  • Many emerging b-to-b companies have indirect channels and partners in their go-to-market strategy
  • Some of these organizations plan to grow their business by revising or adding channels and partner routes to market to help sell or deliver the offering
  • Without a structure for quantifying and prioritizing the areas that require development or improvement, emerging companies can invest a great deal of time and resources in the channel but achieve minimal results
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