Summary: Working with Channels : Scale, Reach, and Added Value Channels can provide an extended sales footprint for your company. But a channel manager has to learn that influence is a different sales art. Once of the big issues is that you are not the boss of that sales team. A great communications strategy helps them to build a roadmap to a good deal, where both parties are engaged. You have to make it easy for the channel partner to do business with you - making it easy for them to talk to their clients. Tim and Steven look at techniques that will make your channel management strategy productive and engaged.
