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For Sales Enablement Professionals

Channel Sweet Spots

What Channels Are Customers Sourcing From?

February 16, 2010

By Tim Harmon with Peter O'Neill, Zachary Reiss-Davis, Peter Burris

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Why Read This Report

Different-sized companies have different channels they prefer for sourcing. Moreover, users' channel preferences vary by persona, vertical, and geography. This varied audience, combined with the myriad applications and technologies proffered by the tech industry, is why we're witnessing an unprecedented growth in channel complexity. Channel marketers who craft an intertwined channel model that molds to their varied target customer segments and needs will set their companies up to compete on a "business model versus business model" basis.
Tags: B2B eCommerce, B2B Marketing, Distribution Channels - ISVs, OEMs & VARs, eCommerce, eCommerce Adoption, IT Services, Marketing & Strategy, Outsourcing, Software-as-a-Service (SaaS), Sourcing & Procurement, Sourcing Strategy & Execution, Tech Partners & Channels, Technology, Technology Product Strategies
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    Customer Channel Sourcing By Company Size

 
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