At one point in my consulting practice I was engaged on assignments with two new client companies. Both of them had businesses selling to large, blue chip customers. Customers of the size that are used to “having it their way”. As a result, for these companies to get deals with customers of this stature they […]
Channel Conflict
In my consulting practice I do a lot of work with software and hardware companies in area of channel development. One of the hardest things to manage while growing a channel business is the inevitable conflict between all the players throughout your various distribution methods, including your direct sales force. Of course, my colleagues in […]
