Savvy channel executives look downstream to evolve collaborative partnerships beyond traditional alliances and channel relationships. They realize as their customers evolve to purchasing technology in an as-a-service, consumption-based model, they need to obsess with business outcomes and total solutions to redefine competitiveness. The change in perspective brings fundamental changes in how they define, design and orchestrate their business relationships.
Enter the business ecosystem.
It is the answer to the conundrum faced by 75 percent of chief sales officers, who target more than five percent revenue growth this year, even though almost half have concerns about how to achieve that growth.