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Managing Channel Sales

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Customers are simple right?  When you get a new customer, you set them up, do the work and then bill them. You know who they are, they know who you are, simple.

However, when an intermediary (e.g. a VAR) becomes involved, life starts to get more complex and the decisions stack up.

Is the reseller your customer or the reseller’s customer?  Do you only sell to that, let’s call them an End Customer, via your reseller, or do you sometimes also sell direct?

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