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According to the report, “covid-19 accelerated change initiatives in indirect sales strategies. hyper automation, digital selling and ai will alter the technology stack used to manage the indirect sales approach. this research helps application leaders understand prm applications and market trends.” source: gartner, “market guide for partner relationship management applications “, ilona hansen, 21 january 2021.

According to the report, “organizations create enterprise marketplaces to allow third parties to sell through the platform to enrich offerings and stimulate growth. application leaders for digital commerce technologies can use enterprise marketplaces to deliver various benefits to their digital business endeavors.” source: gartner, “create enterprise marketplaces to accelerate digital business”, jason daigler, sandy shen, refreshed 7 january 2021, published 5 july 2019.

The channel technology stack is a group of technologies that firms leverage to plan with, find, recruit, onboard, develop, enable, incentivize, cosell with, comarket with, manage, measure, and report on partners. delivering automation of indirect sales processes, workflows, and partner programs, channel software is becoming increasingly critical to a brand’s ability to win, serve, and retain its customers and partners. it’s a fast-growing market, with 59% of companies increasing spending across the stack. written by jay mcbain.

Traditional distribution faces obsolescence as buyers seek closer relationships with vendors. distributors evolved over decades to buy time — adding value via fulfillment, credit facilities, marketing, sales, and domain expertise. it distributors face immediate threat from cloud adoption because the form factor and time-to-value are radically different than on-premises — and more appealing to businesses going digital. this report for digital leaders explores the future of distribution and how distributors must become platform businesses or be replaced. source: forrester, "the future of distribution", joe cicman & jay mcbain.

According to the report, “enterprise marketplaces provide many tangible benefits to both b2c and b2b companies. application leaders can use this market guide to understand the complexities of operating a marketplace, which vendors can help them develop a marketplace and what features they should consider.” source: gartner, “market guide for marketplace operation applications”, jason daigler, sandy shen, 22 february 2021 .

I made a prediction in january of 2018 that it distributor disruption would continue. it was obvious that industry consolidation was accelerating, major distributors were diversifying, and private equity was getting more interested in transforming the industry. written by jay mcbain.

This idc market glance provides a list of current vendors offering monetization products and services, which are logically between crm/ecommerce and erp/accounting applications. source: “market glance for the monetization ecosystem”, mark thomason.