Channel Insights

Blogs, articles, and other resources for the
Channel Sales community. 

Predictable Partnership Behaviors

A good friend of mine is involved in a messy divorce, and he is now in a dark place — the end of the settlement negotiation. Unfortunately, the negotiation is taking longer than his most pessimistic expectation, and each day that passes without a settlement cost him more and more. His legal representative is charging…

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Manufacturers Create their own Grey Markets

All too often, manufacturers create their own grey markets. Statewide Distribution, the southern region distributor, came to the manufacturer for another quote on the same...

Manufacturer Rep or Distributors? How do Customers want to buy?

There comes a time when virtually all manufacturer reps ask the question “should move to a distribution model?” Power Engineers approached Sarah, their Channel Account...