Brian english

Distributors, Resellers...Types of Channel Partners

There are many different types of channel partners including direct sales people, the Internet, distributors and referral partners who will simply recommend your products or services to their customers. What differentiates them from one another is the pro... Read >

Channel Management Strategy

Most businesses can describe their customer base in a pyramid in which the average customer spend increases and the number of customers decreases as you move up the pyramid. In the bottom tier are many small customers. The number of tiers in your particul... Read >

Giving Away Margin: Direct Vs Indirect

There is a common perception in industry, especially amongst smaller customers that using distributors or other middle men amounts only to "giving away margin". The perception is completely understandable, but it derives from a lack of understanding of th... Read >

Channel Partners - How to Find Them

For many companies the greatest challenge in setting up a channel network is in finding interested and appropriate partners, companies that are looking for just such a supplier at that point in time. Failure to find them often results in lost opportunitie... Read >