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Chicago Channel Strategy

Segmenting the Channel - what the heck are DVARs?

This is a second in a series of discussion on types of channel partners. Different partners are needed for different products, target markets,...
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Segmenting the channel - it is NOT ubiquitous

After several recent discussions, it seems it would be beneficial to lay the ground work on the channel segmentation. Over the next couple of...
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Lead Generation and the channel: Who's responsibility? Part V on the channel.

This seems to be the great debate on the channel. It is best to start this discussion by understanding what drives a partner and how they get...
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We've signed a partner to sell our product, what now?

So much time is spent recruiting partners, so that once they are signed, what then? The company conducts a training, points the partner to...
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Is your company channel ready? Part II in a series on channel marketing

When you get ready to enter the channel, whether a test run or full court press, you need to assess if the company and your products are ready....
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So you want to expand with a channel strategy...

At some point most companies decide to engage a channel or third party sales strategy. There are a myriad of reasons to engage. It could be an...
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