OneGTM insights – explore our thought papers, opinion pieces and articles for insights into the world of go-to-market strategy and execution.

eGuide: Driving growth through the channel

Driving demand through partner channels is critical to vendor success. Yet not all have discovered the recipe for effective through-channel marketing.

view

Why winning business through the channel means changing the way you play the game

Here we examine why vendors need a new approach to channel marketing.

view

Winning Business Through the Channel

A framework to help channel partners deliver effective go-to-market programmes.

view

Intelligent partnering

In this data sheet we outline the range of Intelligent Partnering services which help channel-centric technology vendors and service providers engage with channel partners in the right way, in order to build stronger relationships and drive incremental sales revenues.

view

Sales and marketing: best of enemies or sworn friends?

OneGTM commissioned research into the perceptions and attitudes of individuals working in sales or marketing roles within B2B in order to gain insight into the complex dynamics of their relationship.

view

Building a compelling partner proposition

In this data sheet we outline an eight-point framework for creating a compelling partner proposition, based on OneGTM’s experiences of working with a variety of channel organisations.

view

What channels need to succeed

This paper shows the results of our nationwide survey to find out what makes channels successful.

view

How vertical should you be?

Focusing on key verticals enables firms to develop a deeper understanding of the challenges and opportunities facing particular groups of customers.

view

Does your go-to-market plan have a cowboys head and ballerina’s legs?

Companies need to have the right processes and frameworks in place. Each person involved in the process should be building on what’s gone before, rather than just taking the bits they need and discarding the rest.

view

Unblock your channels

OneGTM conducted research together with the Leadership foundation that gives insight into what technology vendors can do to improve their channel sales.

view