Channel Insights

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

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Channel Partners Make Great Dance Partners

It’s common to find manufacturers excel at designing, manufacturing, and servicing quality products within their target markets. Often these businesses are built with talent from technical backgrounds who excel at analytics, problem solving, and discrete business practices. Manufacturers who are leaders in their market also recognize the need for equally successful market and sales expertise.…

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Manufacturers Create their own Grey Markets

All too often, manufacturers create their own grey markets. The following is a real situation with the names changed to protect the innocent. Statewide Distribution,...
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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...
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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...