OneGTM insights – explore our thought papers, opinion pieces and articles for insights into the world of go-to-market strategy and execution.
30 April 2013
Unblock your channels
Every sales director and channel manager is focused on boosting sales, but sometimes it's not always clear what the most effective way to achieve this is. In this article Phil Brown, director at OneGTM, discusses findings from recent research conducted together with The Leadership Foundation that helps give some insight into what technology vendors can do to improve their channel sales.
We conducted research with 250 channel sales executives in IT and Telecoms, in conjunction with The Leadership Foundation to find out what makes sales channels successful. The participants were a mix of senior managers, board members, first line management and non-management and participants were questioned about their relationships with vendors and what was needed to maximise the effectiveness of channel partnerships.