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New 2112 Group Report: “Shifting Sales Focus in the Channel”

New 2112 Group report explores the changing economics and technology-consumption patterns of channel partners, and how vendors should address these transformations.

Relayware Partner Relationship Management

New 2112 Group Report: “Shifting Sales Focus in the Channel”

Exploring Today’s Strongest Avenues of Channel Sales

Posted on May 11 2016

The 2112 Group’s latest report, “Shifting Sales Focus in the Channel,” explores the changing economics and technology-consumption patterns of channel partners, and how vendors should address these transformations.

If you sell through the channel (and likely you do, if you are reading this), then this investigation and its findings will affect your channel revenue. So, you’ll need to plan accordingly.

In 2112’s annual Channel Forecast report, channel partners expressed high confidence in growth in 2016. Sixty-three percent of partners expect revenue this year to increase at least 15 percent over 2015 revenue. And the majority of that will come from existing accounts. If this trend continues, though, 2112 expects channel sales to stall sometime within the next 18 to 24 months as existing accounts run out of capacity to absorb new products and services.

This latest report, “Shifting Sales Focus in the Channel,” provides deep insights and analysis into this trend, as well as prescriptive actions for vendors on how to leverage this shift for better channel sales results and insulate themselves against the associated negative consequences.

Are you and your channel partners aligned on sources for new revenue growth?

Relayware customers stay on the same page with their partners via a Partner Account Plan, but you need strategic planning and a depth of knowledge before you need joint agreement. The 2112 Group offers advisory and support services to help partners plan and execute higher levels of sales and revenue productivity. Together, Relayware and 2112 create the strategies partners need for increased channel optimization and greater return on investment (ROI).

For more information, reach out to 2112 Group.

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