WHY USE AN INDIRECT SALES CHANNEL? NUMBER OF PARTNERS IN YOUR PROGRAM TOP CHANNEL PARTNER PRIORITIES 54% Activation & Training 27 % Engage, Enable & Scale 9 % Strategy Despite high satisfaction levels, companies face the biggest challenges in the areas of: education and effective enablement finding the right partner I N C R E A S E S A L E S 54% 66% E X T E ND T H E S A L E S F O R C E 72% I N C R E A S E M A R K E T P E N E T R A T I O N 72% G E O G R A P H I C E X P A N S I O N I N N E X T 1 2 M O N T H S 82% 7 WAYS In 2018, Channel is evolving. To gain a clearer picture of the trends, challenges and opportunities that drive today’s channel partner enablement programs, CGS surveyed sales, marketing and channel executives across multiple industries to gain their insights on the future of Channel sales. Here is what we learned about our survey respondents' current status of their channel programs. ABOUT CGS: For nearly 35 years, CGS has enabled global enterprises, regional companies and government agencies to drive breakthrough performance through business applications, enterprise learning and outsourcing services. CGS is wholly focused on creating comprehensive solutions that meet clients' complex, multi- dimensional needs and support clients' most fundamental business activities. Headquartered in New York City, CGS has offices across North America, South America, Europe, the Middle East and Asia. For more information, please visit www.cgsinc.com and follow us on Twitter at @CGSinc and on Facebook For more information: [email protected] © 2018 Computer Generated Solutions, Inc. Are the respondents satisfied with their current program? high demand for complete solutions and professional services provided by / sold thru the channel cloud/XaaS, building bigger footprint. Other strategies companies are looking to execute in 2018 and beyond: THAT CHANNEL PARTNER ENABLEMENT STRATEGY IS DRIVING SALES IN 2018 using both indirect and direct sales channels in 2018 TOP REGIONS SELECTED BY COMPANIES LOOKING TO EXPAND 71% North America 43% EMEA SATISFACTION LEVEL OF PERFORMANCE 44% 16% 16% 48% 29% 23% 12% Less than 500 500-1000 Over 10,000 2,500-5,000 Meeting some goals and/or targets Meeting goals and targets Exceeding goals and targets Fair Good Excellent But, there are also opportunities and business leaders cited these as their top:

7 WAYS THAT CHANNEL PARTNER ENABLEMENT STRATEGY IS … · Other strategies companies are looking to execute in 2018 and beyond: THAT CHANNEL PARTNER ENABLEMENT STRATEGY IS DRIVING

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Page 1: 7 WAYS THAT CHANNEL PARTNER ENABLEMENT STRATEGY IS … · Other strategies companies are looking to execute in 2018 and beyond: THAT CHANNEL PARTNER ENABLEMENT STRATEGY IS DRIVING

WHY USE AN INDIRECT SALES CHANNEL?

NUMBER OF PARTNERS IN YOUR PROGRAMTOP CHANNEL PARTNER PRIORITIES

54%Activation & Training

27%Engage, Enable & Scale

9%Strategy

Despite high satisfaction levels, companies face the biggest challenges in the areas of:

education and effective enablement

finding the right partner

INCREASE SALES54%66%

EXTEND THE SALES FORCE

72%

INCREASE MARKET PENETRATION

72%

GEOGRAPHIC EXPANSION IN NEXT 12 MONTHS

82%

7 WAYS In 2018, Channel is evolving. To gain a clearer picture of the trends, challenges and opportunities that drive

today’s channel partner enablement programs, CGS surveyed sales, marketing and channel executives across multiple industries to gain their insights on the future of Channel sales.

Here is what we learned about our survey respondents' current status of their channel programs.

ABOUT CGS: For nearly 35 years, CGS has enabled global enterprises, regional companies and government agencies to drive breakthrough performance through business applications, enterprise learning and outsourcing services. CGS is wholly focused on creating comprehensive solutions that meet clients' complex, multi- dimensional needs and support clients' most fundamental business activities. Headquartered in New York City, CGS has offices across North America, South America, Europe, the Middle East and Asia.

For more information, please visit www.cgsinc.com and follow us on Twitter at @CGSinc and on Facebook

Are the respondents satisfied with their current program?

high demand for complete solutions and professional services provided by / sold thru the channel

cloud/XaaS, building bigger footprint.

Other strategies companies are looking to execute in 2018 and beyond:

THAT CHANNEL PARTNER ENABLEMENTSTRATEGY IS DRIVING SALES IN 2018

using both indirect and direct sales channels in 2018

TOP REGIONS SELECTED BY COMPANIES LOOKING TO EXPAND

71%North

America

43%EMEA

SATISFACTION LEVEL OF PERFORMANCE