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Mature Channel Organizations Are Partner Obsessed
Changing partner and partner ecosystem needs are the catalyst for suppliers to evolve the chain of
value creation and delivery across their partner network to improve partner experience.
Partner and customer
obsessed
• Linkage between PX and CX
is crystallized
• Jointly rally around providing
end-to-end customer solutions
• Exceptional PX becomes a
primary business strategy
Supplier-centric
• Focus is on achieving supplier
objectives
• Actions, programs, and
messages are largely
self-centered
• There is little or no room for
partners to represent their
added value
Channel friendly
• Diversify support for various
partner business models
• PX is a part of channel
marketing function
• Improvements assure
state of "being easy to do
business with"
