Gartner Blog Network

Ilona Hansen
Research Director
1 years at Gartner
20 years IT Industry

Ilona Hansen is a Research Director in the application research group. She is responsible for managing research in the area of customer-related technology, including salesforce automation and partnership relationship management. She more generally covers CRM in Europe. Read Full Bio

Establish Communities to Better Engage Your Sales Partners

by Ilona Hansen  |  April 25, 2017

Listening to channel partners and becoming empathic to their needs and objections is one of the most undervalued components in partner enablement. Sure, implementing lucrative incentives and valuable content through your partner relationship management (PRM) applications is great, but does it truly contribute to partner, agent, broker fulfilment? As a producer, manufacturer, vendor, brand maker, […]

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The lastest from Partner Relationship Management (PRM) application vendors, and their core capabilities

by Ilona Hansen  |  February 14, 2017

Gartner is pleased to announce it’s second Market Guide for Partner Relationship Management (PRM) applications. As the drive to sustain business growth through sales partners in difficult market conditions has increased, the demand for PRM applications has gained much more attention in the past years. Based on the high interest of Gartner clients in the […]

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How Do You Boost Your Channel Sales?

by Ilona Hansen  |  September 10, 2015

Sales growth is a primary sales goal in most companies. Consequently, improving effectiveness in all sales channels is key. But most of the times we see advice and statements made on how to improve your direct sales approach, but less on the channel or the indirect sales approach. And very little in regards to Partner […]

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