Summit US Sessions CSOS_The B2B Buyer Has Changed But Have Your Partners

The B2B Buyer Has Changed — But Have Your Partners? The Next-Generation Partner Ecosystem

Wednesday May 6, 2020 | 11:20 AM - 11:40 AM

Speaker(s):  Stephanie Sissler

Track(s): Sales Executive

There is a dramatic shift in B2B buying, as well as large-scale changes in the complexity of what is being sold. Because of these emerging trends and changing buying dynamics, we are seeing the rise of next-generation channels (e.g. influence/affiliate) and new partner types (e.g. marketing/digital agencies, accounting firms, private equity companies, HR firms). However, many suppliers are still focusing on traditional partner types, supported by the same old programs. Suppliers must evolve their partner ecosystem and how they support it, or risk being left behind. 

This session will provide the following benefits:

  • Understand the nuances in the marketplace that are ultimately introducing change into the partner ecosystem
  • Learn about emerging partner types and their motivation drivers
  • Gain insight into how to prepare for and leverage these new types of partners

May 4–7, 2020 | Live Virtual Experience

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