The Imperative for Active Channel Management
As the economy slowly returns to growth, not all companies will fare the same. Growth for some companies will not be as robust as others. Across industries, growth will be inconsistent. As such, business-to-business companies will need to sharpen their organic go-to-market tools.
One of these tools is channel design and management. This white paper provides a framework for understanding what drives a strong, successful channel. It also highlights critical areas that can weaken a relationship. This knowledge can then be used with the framework to identify critical success factors and plan for future growth opportunities.