All Entries Tagged With: "Resellers"

Resellers and Suppliers: Take your Corporate Sales Temperature With a Channel Audit

Many companies interact with their customers primarily through an intermediary. This intermediary, or “channel,” may be a retailer, dealer, agent/rep, distributor, integrator, independent catalog or Web-based reseller.

According to Bob Segal, a Principal with the channel consulting firm of Frank Lynn & Associates, Inc., many companies, especially smaller ones, manage their channel relationships on an informal, [...]