Trends Report

Mold Your Channel Organization To Your Channel Program Maturity

The Channel's Value Goes Beyond Selling

April 11th, 2016
TH
Tim Harmon
With contributors:
Peter O'Neill , Jacob Milender , Diane Lynch

Summary

The channel management function often starts out as a suborganization of the sales function, and rightly so. But the channel function can become mired there as a "sales channel" and not reach its full potential as a "marketing, sales, delivery, and support channel." This report outlines how business-to-business (B2B) marketing professionals can adapt their channel organization structure according to their channel maturity model.

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