Channel sales strategy answers which partners to recruit, which markets to cover, and how the channel fits the wider growth plan. Channel sales management is the operating work that follows: the review rhythm, ownership structure, partner health criteria, forecasting, and the annual investment decisions. Strategy sets the shape of the channel and management is what keeps it producing.
What is the difference between channel sales strategy and channel sales management?
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About the Author: Jacob Camhi
Jacob Camhi is Vice President of Growth at Vx Group, where he works with lower-middle-market B2B companies on relationship-driven growth strategies.