As we begin the New Year, when, where and how consumers will be interacting with your products and services will have a big impact on your channel strategy. Here are five trends that are changing the way your channel partners should be representing you to their customers.
These were the priorities (in rank order) identified in a recent study of 615 Channel reps who work for dealers, distributors, retail stores and resellers from a variety of industries. Channel reps sell what they know. While they agree that overall they receive enough product training, there was a lack of product training when they were new in the job. Onboard channel reps by equipping them with enough product knowledge to be comfortable.