Aberdeen Research Brief

Enabling Best-in-Class Performance in Your Channel

For organizations that rely primarily or entirely on an indirect sales force via the channel, resellers, distributors, alliances or partners, the de-centralized nature of sales management presents increased challenges in overall productivity. These obstacles include both internal visibility into and control over channel performance, as well as external-facing support and enablement for both indirect selling partners and the end customers themselves. While Aberdeen sales effectiveness research frequently documents the best practices and technology adoption trends among high-performing direct sales teams, the question remains -- are these solutions and approaches equally robust enough to maximize revenue within a larger, dispersed marketing/selling ecosystem? Or instead, are there additional ways in which the channel can be uniquely empowered by the original vendor, OEM, or producer to deliver substantial, accurately forecasted sales results? This Aberdeen research brief delves into these issues and discusses how to enable best-in-class channel performance.