It would be an understatement to say that B2B buyers’ preferences, processes and behaviors have merely evolved. There has been a massive shift in the way businesses work together and with their networks of partners, resellers, dealers, and distributors.
Organizations are turning to new partner ecosystem management strategies that converge around customers to deliver improved, more complete solutions and exceptional integrated experiences.
Ecosystem orchestration enables businesses to move away from outdated manual systems and toward automated and streamlined processes that scale their programs and fuel their sales, marketing, and demand generation strategies.
In December 2021, 360insights commissioned Forrester Consulting to evaluate the importance of partner ecosystem management solutions amid the growing complexity of the channel.
Key findings include:
- Many organizations intend to streamline the way they manage their partner ecosystems.
- Automation plays an essential role in enabling organizations to orchestrate their ecosystems across all phases of the partner journey (i.e. presale, sale, and post-sale).
- Improving the way partner incentives are managed can reduce friction and harmonize the various processes and systems working within a partner ecosystem.