Indirect sales channels have always been attractive to companies seeking to augment their sales force, increase market share, remain competitive, and keep in-house employees focused on product development. The traditional downside was loss of insight into customers, fractured pipelines, missed opportunities, diluted branding, and market share cannibalism.
Contemporary technologies and best practices now allow companies to manage not only their partner relationships but partner operations as well, supporting them with proven go-to-market strategies that increase lead-to-win ratios. Will this technology remove the limitations on successful partner relationships? If so, how quickly will each side be willing to adopt? […]