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Watch for road hazard

Consider this a gallery of horror in Corporate Channel Management. Some of these practices are illegal and are severely punished.   Channel “fixing” This refers to the practice of explicitly ordering partners to operate in a particular way in certain areas. The main...

The Channel Disciplines

The Channel Disciplines For many companies, The Channel (or Partners) are involved in a very important piece of their business, so it only makes sense to manage them actively in order to optimize the returns.  Several specializations have emerged over the years and...

So what is The Channel?

In current corporate talk, especially in the Hi-Tech industry, the channel is defined as the network of resellers, agents, distributors and integrators that allow any given company to reach their end-users with their products and services.  If the Supply Chain is...