What channel conflict is Short answer: Channel conflict is what happens when your direct sales team and your partners, or two of your partners, compete for the same customer or the same deal. It matters because the damage is rarely the one lost deal, it is the trust you lose with the partner who watched […]
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What a channel partner agreement is Short answer: A channel partner agreement is the contract that defines how you and a partner sell together, covering who does what, how money moves, and what happens when a deal is contested. It matters because most partner disputes trace back to a term that was never written down, […]
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What a channel partner incentive program is Short answer: A channel partner incentive program is the structured set of rewards, margins, rebates, and funds you use to motivate partners to source, register, and close deals. It matters because partners direct their effort toward whatever you actually pay for, so a poorly designed incentive quietly buys […]
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What channel partner management is Short answer: Channel partner management is the ongoing work of recruiting, enabling, and holding partners accountable so they produce revenue, not just goodwill. It matters because most programs manage partners by relationship warmth and then wonder why the pipeline is flat. The best practices below all share one idea: run […]
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