The channel clarity gap: Why B2B companies lose deals their products should win

B2B companies are losing channel-driven deals not due to inferior products but critical go-to-market execution failures. Fragmented value narratives, inability to scale technical expertise across partner networks, and unreached buying committees are costing vendors revenue.

The white paper examines structural causes behind channel GTM breakdowns and presents a buyer engagement framework addressing these challenges. Key insights include:

• Why enterprise sales cycles average 6.5 months with 21% win rates
• How consistent value communication drives 1.6× faster growth
• Strategies for scaling guided selling across partner networks

Read the full white paper for detailed research and framework.