Because it matters most. Because if you want to be successful in getting your products and services sold through indirect channels you need to understand the dynamics of the relationship more than you need to understand discount schedules, technical attributes of your product, or marketing programs. These are tablestakes...but how you manage and build your relationships will ultimately determine your success.
This blog will be dedicated to offering examples, borrowing success stories, and offering anecdotes about channels and the relationships that matter.
If you find this blog and want to share, argue, disagree, or simply wax poetic...go for it.
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