Business Enablement Initiatives: The Case for Investing in Partners Versus

Business Enablement Initiatives: The Case for Investing in Partners Versus Recruiting for Numbers

Published Date: December 2006

Published By: IDC

Page Count: 23

Order Code: R104-29101

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Description

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Table of Contents
IDC Opinion
In This Study
Overview
Methodology
A Focus on Partners Versus Alliances
Situation Overview
The Case for Investing in Business Enablement for Partners
Building Channel Capacity
The Recruiting Option
Business Enablement as a Key to Developing Capacity
Real-World Trade-Offs That Shape Business Enablement Initiatives
Local Versus Central: "We Do Things Differently Here"
Business Enablement Resources: Feedback from Partners
Table: Business Enablement Utilization
Figure: Business Enablement Utilization
Marketing Resources
Event Support: "Events Make More Sense for Us than Sending Direct Mails"
Industry Specific Resources: "Is That All You've Got?"
Vendor Promotion
Promotion of Partners: "Do Customers Even Know We Exist?"
Partner Directories: "Customers Don't Know How to Find Us"
Business Support Resources
Business Consulting: "Help Us Build Our Business Acumen"
Business Resources: "Got Anything to Help Us Run Our Business?"
Business Development Resources
Proposal Resources: "Don't Make Us Reinvent the Wheel"
Training: "Invite Us to Train with Your Salespeople"
Future Outlook
Trends to Watch For
Business Enablement Grows
Areas of Investment
Areas of Improvement
The Distributor's Role
Essential Guidance
Actions to Consider
Determine Channel Capacity
Review Business Enablement Resources
Focus on Partners from the Inception
Empower Partner Account Managers to Become the Voice of Business Enablement
Learn More
Related Research
Synopsis

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