How a better understanding of your channel network can help your bottom line.
by Barry Rosen, http://www.thepursuitgroup.com/
For companies that sell through indirect channels, assembling a network of skilled, motivated and committed partners is tougher than ever. Likewise, distributors and other channel partners complain of a lack of flexibility, vision and innovation at the company. In this article, we identify the problems and offer thoughts on how you can improve.
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