What is the Channel Management Process?

Peter Ganza, director of marketing at Magentrix, recently sat down with our resident channel coach, Paul Bird, to answer some of the most common questions individuals have been asking online.

 

What is the channel management process?

 

Paul Bird: “The channel management process really depends on the industry and the arrangement that the solution or tech provider and the channel provider have. So it’s in the best interest of that tech provider or service provider that’s working through the channel to make sure that their channel partner is engaged and is selling their products or services in the best light. 

So that channel management process really revolves around the ability to communicate with the channel partner, understand what that channel partner is doing in their day-to-day activities, keep them informed of new promotions and new information but it’s really about the relationship process between the company that is manufacturing those products or technology platforms or the provider of service and the person that is connecting them to the end-user. 

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