Need of Channel Managemet
There is no clear segmentation and capacity planning on where vendor sales & where channel partners are required and how many A “one
size fits all” channel strategy for all products and markets regardless of there maturity
Channel partners often don’t know what is expected of them in building a customer solution
It is one thing signing a vendors channel contract, but there is often little process to get the partners enabled
Vendors choose the wrong partners and Channel partners choose the wrong vendors. Channel selection is a science
Lack of clarity of roles and who does what in the sales process Channel Programs that don’t drive specific behaviors based on agreed
objectives
Vendors lack internal agreement on key channel issues and don’t act as one.