In the last blog we talked about the need to make adjustments in channel management. Adjustments need to be made to address changes in the market. Sounds very basic, but it’s much more complex. Market changes are multifaceted and each of the below items needs to be considered as you adjust:
- Competition
- Economy
- New Technology
- New Business Models
- Partner Attrition/Consolidation/Mergers
- Regulations
- Cost and Availability of Support
- Customer Demand
Many sales reps live by the saying "Always Be Selling." In Human Resources they use the mantra “recruit your employees daily”. In Channel management, it is a combination of these two sayings, as you need to maintain partners’ interest and