Companies that sell direct have it easy. They have control over hiring their salespeople, control over marketing messages, and control over service and support. There’s only one entity to blame if the buyer’s unhappy, and that’s the seller. When you mix in an indirect channel, however, things get a little more difficult. Now a third party has an impact on the buyer’s satisfaction as well. That’s a critical consideration when you’re building out your channel.
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Teach Your Channel Partners Well
Posted by: Christopher J. Bucholtz December 20, 2013 05:00 AMCompanies that sell direct have it easy. They have control over hiring their salespeople, control over marketing messages, and control over service and support. There’s only one entity to blame if the buyer’s unhappy, and that’s the seller. When you mix in an indirect channel, however, things get a little more difficult. Now a third party has an impact on the buyer’s satisfaction as well. That’s a critical consideration when you’re building out your channel.