State of Partnering: 10 Trends for a 2020 Vision

PartnerPath is in its 10th year of studying trends in partnering — including the maturity of channel partners and channel programs.

The PRM provider is working with Channel Partners ahead of its 2017 report to gather responses that will help it determine channel trends for the coming year, particularly regarding the partner experience.

This slide show highlights “10 Trends to a 2020 Vision,” featuring some of the biggest takeaways from PartnerPath’s 2016 survey.

Flip through the slide show and then go here to participate in this year’s study. But hurry — the deadline is Dec. 10!

10 Trends for a 2020 Vision: 2016 State of Partnering Survey

PartnerPath wants your take on the state of partnering in the channel. Participate once you’ve looked at the 10 trends that follow.

10 Trends for a 2020 Vision: Resale Is Becoming Irrelevant

The need for channel partners is not going away. On the contrary, in the new customer life cycle that emerges with on-demand consumption models, third-party perspectives and trusted advisers play a significant and important role.

10 Trends for a 2020 Vision: The Power Shift

The channel partners of the future will manage the entire customer life cycle — from evaluation, through purchase, adoption and usage.

10 Trends for a 2020 Vision: More Partnering

This year, nearly 40 percent of solution-provider respondents reported regularly partnering with an average of three to five other solution providers. And 30 percent said they regularly partner with six to eight other solution providers. This is a 10 percent increase over 2015.

10 Trends for a 2020 Vision: Customer Lifetime Value

With a shift from the traditional funnel to a never-ending customer life-cycle model caused by cloud products and services, partners will need to adapt their sales and marketing strategies to create customers for life.

10 Trends for a 2020 Vision: Profitability Per Vendor

For the third straight year, vendor respondents chose business planning with solution providers as the top initiative to help them grow profitability. 

10 Trends for a 2020 Vision: Specialized Solutions

Solutions demanded by customers could be for vertical markets, such as health care, retail and finance, or departmental solutions such as marketing analytics, customer management and support enablement.

10 Trends for a 2020 Vision: Solution Aggregation

Solution providers of the future will need help developing solutions to their customers’ business opportunities, configuring products that go together and delighting customers with recommendations, insights and services.

10 Trends for a 2020 Vision: Partner Initiatives

Partners are differentiating themselves based on vertical markets, end-customer targets and services offered, and will need different and differentiated enablement from vendors.

10 Trends for a 2020 Vision: Relationship Success Manager

PartnerPath considers the partner account manager (PAM) at fault for every solution provider relationship gone awry.

10 Trends for a 2020 Vision: Data-Driven Decisions

The C-suite now expects data-driven discussions and decisions based on facts and observable trends. You will be more successful in any initiative if you can provide supporting data, trends and insights.

10 Trends for a 2020 Vision: Vote Today!

Now go give PartnerPath your thoughts on the state of partnering in the channel. But hurry — the deadline is Dec. 10!

State of Partnering: 10 Trends for a 2020 Vision

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