2002 was a challenging year for technology companies and channels alike. Those vendors that maintained their channel strategy and investment in their channel partnerships are sure of a brighter road ahead. Those who waffled or pulled back their channel funding and resources and increased direct sales focus, may be looking at a long road back.
This issue is focused on developing long-term channel strategies and building a foundation for solid channel growth.
A channel strategy is best understood as the most effective and efficient path to your target market - the end-user. A channel strategy isn't just who you sell through but who you develop and invest in. Adopting this view will lead to the greatest short and long term MUTUAL business success for you and your critical partnerships.
Improving your channel partner communications is a strategic decision that requires a hard look at how to align and optimize internal organizations (and third partner vendors), infrastructures and processes to create a center of excellence for channel communications – that is, reaching the right partners at the right time with the right information!
ChannelWorks, a leader in the field of channel strategy, channel development and implementation also provides dedicated, channel-focused, marketing communications services.
