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Archive for the Blog Category

Expect your Resellers to Understand what is Expected of Them

Expect your Resellers to Understand what is Expected of Them

With the rate of personnel turnover in the channel corporate ranks, your long-term resellers know more about certain aspects of their supplier’s business than the executives themselves. They also have very (very) long memories of what our organization may have done right or wrong. “I can remember […]

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Channel Indecision Neurosis

Channel Indecision Neurosis

Public companies are sometimes their own worst enemy when it comes to helping their indirect channel succeed. Channel executives are under intense quarter-to-quarter pressure to deliver revenue and earnings growth and often make decisions, without even realizing, that undermine their channel strategy. The worst thing a channel […]

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Successful Channels Best Practices Blog Intro

Successful Channels Best Practices Blog Intro

Welcome to Successful Channels and our thought leadership blog. Channels are one of the fastest growing and dynamic segments of business today, yet do not get the attention and appreciation they deserve. At Successful Channels, we understand that selling through indirect channels is complex, requires specialized techniques, […]

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