The Extended Sales Enterprise: Channeling Better Results

For organizations that rely primarily or entirely on an indirect sales force via the channel, resellers, distributors, alliances or partners, the de-centralized nature of sales management presents increased challenges in overall productivity. These obstacles represent both internal visibility into and control over channel performance, as well as external-facing support and enablement for both indirect selling partners and the end customers themselves. While Aberdeen Sales Effectiveness research frequently documents the best practices and technology adoption trends among high-performing direct sales teams, are these solutions and approaches equally robust enough to maximize revenue within a larger, dispersed marketing/selling ecosystem? Or instead, are there additional ways in which the channel can be uniquely empowered by the original vendor, OEM or producer to deliver substantial, accurately forecasted sales results? Request Free!