While business-to-business suppliers have been reconfiguring their sales operations to adapt to the pandemic, few have extended those actions to their channel partners. Yet these partners tend to be small and vulnerable to economic shocks. Bain’s Jordan Lee, Mackenzie Bushy and Thierry Depeyrot, leaders with the firm's Technology practice, explain what commercial leaders can do now to protect their partner ecosystem and invest in future growth.
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Born in the Cloud: Software-as-a-Service Vendors Prefer Channel Partners with Advanced Capabilities
Software developers need partners with advanced technological skills, industry specializations and customer success capabilities that encourage renewals.