THE ART AND SCIENCE OF CHANNEL MANAGEMENT

Whatever your job title, if you work with channel partners – distributors, resellers, OEMs, retailers, integrators, etc. – you’ve got your hands full. You need to research and plan complex strategies. You need to attract and motivate thousands

of individuals, in hundreds of reselling companies – while other suppliers and even your competitors try to steal your thunder. This blog discusses big-picture channel strategy all the way down to ground-level channel tactics. Channel mix. Channel compensation. Channel conflict management. Channel recruiting. Channel contracts. Channel programs. It’s all here. Read on and send me your thoughts.

— Bob Segal, Principal — Frank Lynn & Associates

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