At one point in my consulting practice, I was engaged in assignments with two new client companies. Both of them had businesses selling to large, blue-chip customers. Customers of the size are used to “having it their way”. For these companies to get deals with customers of this stature they often feel the need to […]
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 […]
