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

21 February 2014

What channels need to succeed

OneGTM commissioned The Leadership Foundation to carry out primary research to gain insight into the attitudes of sales channels towards their vendor to understand what makes channels successful.

The survey asked 250 participants, working across a mix of managerial and front-line sales roles. The survey provided some very interesting findings about the value that channels place on a range of activities, some of which challenge existing perceptions about what it is that sales professionals value. This report provides the full results of the research.