Channel Development - Direct, or Indirect?

01 December 2008

Success in the channel is crucial to the profitability of many of our clients. Recently, we have become increasingly involved in advising on channel development and management. For companies seeking to drive sales and increase market penetration, in a way that offers the perfect complement to existing direct sales resources, developing an indirect sales channel is an attractive strategy. Extra feet on the street definitely help, or so the theory goes.