Aligning the Path to your Customers: Demand Clarity

Aligning the Path to your Customers: Demand Clarity

Before vendors make the decision to work with channel partners, they should understand the role the channel should and will play.

In medieval times science was regarded as magic, as people felt it couldn’t be understood. In my early business experience, as a former deep software techie, business development and partnering couldn’t be an exact science. I wrongly believed you couldn’t clearly define how you map out how to get to your customers that every advertisement, PR piece, event and sales letter was a shot in the dark that by chance would produce some results.

I was wrong and, thankfully,

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