Better channel management critical for many in today's climate.
In tough economic times, the increased pressure to maintain revenues and margins often reveals dangerous fault lines in your sales system that – in ordinary times – may go unnoticed.
For companies that sell through channels, these exposed fault lines can be particularly challenging to address. The inherent independence of the channel network from the company and the differences from one channel partner to the next make it harder to identify the real issues and enact the right solutions.
But it has to happen: channel-driven B-to-B companies depend on their partners for their success, and these days fault lines that are left to grow can quickly collapse the very foundations of a business. So if your channel isn’t performing the way you need it to perform, here are five questions that can help you find the right answers:
Read more about the ‘Five Questions to Ask About Your Sales Channel in Tough Times’