Summary
Many channel leaders struggle to establish lead management best practices with their partners. An organization must identify the lead types present in the channel before it can address improvements. However, there is more than one way to classify a channel lead. This is important because channel lead management (i.e., programs, processes, automation) differs depending on the lead type or classification. In this report, we introduce the Channel Lead Taxonomy, a classification framework that describes the various channel lead types.
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