Summary
Channel leaders lament not having better visibility into their reseller businesses, but many are at least partially to blame for their woes. Forcing partners to enter data into multiple systems and executing campaigns differently through distributors exacerbates the visibility problem. Communication is key; make it concise, technology-enabled, and streamlined for maximum effect. In this report, we describe two contributors to poor channel visibility and discuss what can be done to mitigate each, then provide three principles that should guide the creation of channel programs.
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