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?Partner Relationship Management: Channeling Better Sales Results?
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Indirect sales channels have always been attractive to companies seeking to augment their sales force, increase market share, remain competitive, and keep in-house employees focused on product development. The traditional downsides to these companies were loss of insight into customers, fractured pipelines, missed opportunities, diluted branding, insufficient partner mind share, and market cannibalism. Contemporary technologies and best practices allow companies to manage not only their partner relationships but partner operations as well, supporting them with proven go-to-market strategies that increase lead-to-win ratios. This report provides recommendations that will help channel sales managers and partners to work together and achieve higher top-line revenue and greater market share.
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