Gartner Blog Network


How Do You Boost Your Channel Sales?

by Ilona Hansen  |  September 10, 2015  |  2 Comments

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 Relationship Management (PRM) applications.

Managing channel sales, or indirect sales, is more complex and many organizations who work with partners are struggling to have full visibility into sell-through channel sales. Very often marketing, sales and financial reporting visibility is not clear. Partner relationship management (PRM) applications add value to channel sales activities. Properly selected and implemented it helps maximizing channel sales revenue and profit. And still, organizations are applying a mix of manual processes and self-made tools in times when everything is evolving faster than ever.

A PRM application might decrease your channel resources and increase the data quality of your partner network. Curious how this works? Do you want to know more about PRM or how to evaluate the right application? Have a look at Gartner’s just recently published research:

Additional Resources

Category: crm  customer-experience  partner-relationship-management  

Tags: channel-sales  indirect-sales  multitier-sales  partner-relationship-management  prm  

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


Thoughts on How Do You Boost Your Channel Sales?


  1. […] Gartner research director IIona Hansen noted, “Managing channel sales is more complex [these days] and many organizations … [struggle […]

  2. […] Gartner research director IIona Hansen noted, “Managing channel sales is more complex [these days] and many organizations … [struggle […]



Leave a Reply to Harnessing the Power of Partner-Centric Communities to Jumpstart Sales | 7Summits Cancel reply

Your email address will not be published. Required fields are marked *

Comments or opinions expressed on this blog are those of the individual contributors only, and do not necessarily represent the views of Gartner, Inc. or its management. Readers may copy and redistribute blog postings on other blogs, or otherwise for private, non-commercial or journalistic purposes, with attribution to Gartner. This content may not be used for any other purposes in any other formats or media. The content on this blog is provided on an "as-is" basis. Gartner shall not be liable for any damages whatsoever arising out of the content or use of this blog.