Instead of just managing distributors and resellers, progressive companies orchestrate the entire partner ecosystem, whether their partners sell goods or support, service, recommend or influence purchases. The right technology infrastructure is essential for doing this effectively.
Most organizations today have at least some form of ecosystem-based program in place at varying levels of maturity. Ecosystems are dramatically increasing the size and complexity of the channel. Meanwhile, customers expect an immediate response to their asks, no matter how many parties are involved in a sale. Such developments and more force companies to look beyond traditional channel management technologies.
This paper offers actionable advice and pragmatic insights to enable orchestrators to adopt a more advanced technology stack that will help them get the most out of their channel ecosystems. Tips on potential pitfalls and risk factors complement the advice, resulting in a reference document every orchestrator should have on hand.