How Channel Sales Are Better Aligning With High-Tech Customers’ Changing Needs

Posted by John DeSarbo on Wed, Aug 09, 2017

As high-tech manufacturers strive to accelerate profitable growth, they’re looking to their channel partners to provide more value to end customers. Successful technology channel partners are transforming their business models accordingly, transitioning from providing value primarily by distributing products to providing business solutions that are delivered in sync with customers’ changing buying and consumption preferences. Executing this transformation doesn’t just require partners to change. High-tech manufacturers must change as well to enable their partners to expand their capabilities. The need to help partners increase their effectiveness has significant implications for channel sales teams.

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