The Channel's Shift to Partner-Led With AI: Best Practices

How a new go-to-market strategy is transforming the partner ecosystem.

Download your COMPLIMENTARY COPY of The Channel's Shift to Partner-Led With AI Best Practices. How a new go-to-market strategy is transforming the partner ecosystem.

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The channel is no longer what it used to be. The landscape has changed from a vendor-centric model to a dynamic, partner-led ecosystem. This guidebook is your essential resource for understanding this new reality. Based on a conversation with channel expert Raegan Wilson, this guide provides a step-by-step framework for adapting your strategy to thrive in a world where partners are in the driver's seat.

Key Takeaways:

Learn why the old model of "Box Builders" is gone and how to embrace the new services-driven approach.
Discover how to navigate the complexities of digital marketplaces and find your place in the go-to-market.
Understand the key role of AI in modernizing your partner programs and automating core processes.
Find out why readiness and maturity are more important than ever for brands building an ecosystem.

Who Should Download This Guidebook?

This guidebook is for any leader responsible for go-to-market and channel strategy. Whether you are a CEO, CMO, Head of Channel, or a Channel Account Manager, this guide will provide the insights and tools you need to build a flourishing, partner-led ecosystem.

Chapters Covered in The Channel's Shift to Partner-Led With AI Best Practices Guide

✔ 1. The Channel's Evolution: From Box Builders to a Partner-Led Go-to-Market

This chapter explores the channel's historical evolution from an industry veteran's perspective. It details the journey from a world dominated by hardware and physical assembly to the modern, services-driven channel. You will learn about the key market shifts that have put partners in the driver's seat and the importance of adapting your go-to-market strategy to follow their lead. It also examines the difference in maturity levels between IT and traditional manufacturing, highlighting the challenges and opportunities for brands in each sector.

✔ 2. The New Go-to-Market: Partner-Led Strategies, Marketplaces, and AI

This section dives into the new go-to-market channels shaping the industry, focusing on marketplaces. It provides a framework for evaluating your brand's readiness and maturity before committing to a marketplace strategy. The chapter also explores the critical role of AI in streamlining partner recruitment, helping you find and engage the right partners more efficiently than ever before. You will learn how to leverage automation to make your partner program more scalable and attractive to the modern, value-driven partner.

✔ 3. Harnessing AI to Automate and Optimize Your Partner Ecosystem

This chapter offers practical, actionable advice on using AI to improve your partner ecosystem. It focuses on how Gen AI can solve the long-standing problem of content creation and localization, enabling your enablement materials to be more useful for partners. The chapter also details how internal-facing AI agents can empower your channel account managers by automating data analysis, compliance checks, and next-best-action recommendations. It outlines the path to a more efficient, data-driven channel organization.

The Channel's Shift to Partner-Led With AI

In this episode, Sugata Sanyal Founder & CEO of ZINFI, sits down with Raegan Wilson, VP of Ecosystem Innovation and Solutions at Spur Reply. They delve into the dramatic transformation of the channel ecosystem over the last two decades. The discussion focuses on how the traditional model of "box builders" has given way to a partner-led approach, where partners now drive the go-to-market strategy for vendors. Reagan shares her unique perspective, having been in the channel for over 20 years, and offers insights into how new technologies, including AI, are further changing the landscape. The conversation touches on the importance of readiness and maturity for brands looking to build an ecosystem and the key role of automation in making the process more efficient.

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