SPI INSIGHT: Creating Win-Win Strategies to Drive Channel Management Productivity

Too often, the focus of dialogue between CPMs and their partners is on how much product should be sold – it is typically a quantitative negotiation. This is an important aspect to agree upon, but without setting clear expectations about who will do what between a solution provider and a channel partner, the sales projections are just guesswork. You need to settle on clear guidelines for partner expectations and engagement.

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