There’s more to creating a partner channel than simply hiring on a group of channel partners. To really drive the value, says expert Dave Brock, it’s important to nurture those partners so they can fill the holes in your offerings and be everywhere you can’t.
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It wasn’t so long ago that the pundits were proclaiming that the channel was obsolete, and soon would be going the way of the breech rifle and the chariot. But a funny thing happened on the way to that alleged future, and today the channel is more important than ever. Which means having a strong and smart channel support strategy is more important than ever too.
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Working with the channel sometimes seems like trying to shape water. It’s constantly changing, and has its own demands that may not always align with what the manufacturer wants. Still, there are some ways to minimize conflict and keep things running smoothly as Tech Image media relations manager Lawren Markle points out.
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It wasn’t so long ago that the pundits were proclaiming that the channel was obsolete, and soon would be going the way of the breech rifle and the chariot. But a funny thing happened on the way to that alleged future, and today the channel is more important than ever. Which means having a strong and smart channel support strategy is more important than ever too.