Executive Summary (This is a document excerpt)

Channels are the IT vendors' road to the small and medium-size business (SMB) market. No simple task, successful implementation requires significant investments and careful design to ensure that the multiple components work in unison. To learn about channel management best practices, we interviewed 25 senior channel executives from leading IT vendors. While channel management priorities vary significantly from vendor to vendor, we found that respondents' advice focused on the following areas: channel communication, training, and measurement.

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