Drive Your Channel Productivity Globally

Introduction Channel management is complex primarily because of what it tries to manage. The word “management” implies some level of control to achieve performance from an individual or from a team, either through inspiration or through some level of enforcement. The meaning of “management” varies greatly when it comes to an organization’s structure—depending on whether it’s a startup, a more mature company or a governmental organization like the military. However, in every one of those instances there is a direct relationship between the manager and the subordinate or employee or team member. In the case of a reseller network or a partner network, that relationship is very different, and it presents some unique challenges. Let’s take a moment to explore those challenges. Challenges 1. Channel partners are companies, not people. Ordinarily when we talk about management, where there is some level of control over employees or consultants or contractors, we are exerting some level of control over people. But wh