Best Practice Report

Advice For Improving Your IT Vendor Channel

Insight From 25 Channel Managers Points To Communication, Training, And Measurement

April 19th, 2007
Michael Speyer, null
Michael Speyer
With contributors:
Eric Brown , Alyssa Baer

Summary

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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