A Model For Managing Channel Conflict

When it comes to channel sales, one can argue that wherever there are customers interested in purchasing a company’s solutions and a number of resellers vying to make the sale, something must be going right. But what happens when the customer demands local support but did not make the purchase from a local dealer? Or if a reseller sacrificed product price in order to sell their unique services? In this report, we categorize the causes of channel conflict into our Forrester Channel Conflict Model, and identify how to manage them and avoid conflicts with new partners in the future.