Will You Fail Your Channels?
Are You Helping Your Channels Succeed in the Changing Channel and Technology Landscape?
Whitepaper summary:
For you to meet your three and five year business objectives, your distribution channels must be able to do their part of the job. They have to see enough market opportunity and present your products and services often enough (MARKET PRESENCE), and win often enough (CLOSE RATE) to meet your sales objectives. Their performance is your “Channel Effectiveness.” The more effective your channels, the greater your share will be of your addressed market.
