Research has shown that software producers and high-tech manufacturers drive 40%-67% of their revenues from their channel partners. Yet, channel processes are often costly and inefficient. Many vendors also complain about their lack of visibility into channel partners and end customers. In fact, high-tech manufacturers lose 4% of gross profits to the gray market--sales by unauthorized brokers that undercut the vendor's pricing. This white paper provides five strategies for achieving customer intimacy and revenue growth. The white paper addresses the key channel management challenges and provides best practices and strategies for overcoming these challenges.
