ENTERPRISE TECHNOLOGY
region to maybe 10 or 20 years ago there
are more solid candidates out there. There
are more capable companies out there which
can represent multinational brands.
It’s maybe due to the fact that the world
is more open. People are more exposed now
than they ever were. Product development,
news and service development news travels
at the speed of light by different media
which definitely helps elevate the level of
competency the channel can bring to the
table because, if they don’t do that, they will
be swept away by the competition.
To summarise, the state of the channel
right now is much more advanced than it
used to be, however there’s always room
for improvement. If a channel doesn’t
continuously develop its resources and is
not part of a partner programme which
is constantly improving on all aspects,
then they can easily get brushed aside by
someone else who has the appetite to do so.
How can partners (vendors,
distributors, resellers and retailers)
work together effectively to
generate growth in the channel?
Constant communication is key and
benefiting from the tools available to them.
The first step would be to understand the
market that you’re operating in. Channels
that are in touch with the geographies they
Having multi channels
in different territories
can sometimes create
opportunities due to
similar requirements
between different
countries.
INTELLIGENT TECH CHANNELS
Issue XX
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