Monday, December 15, 2008

Stopping the direct-sales scourge

December 15, 2008 Published by

Systems Channel Advisor
Stopping directaphobia
George Crump, Contributor

There's no worse feeling: You find out that an opportunity you were working on with a manufacturer was just taken direct. You found the opportunity and yet somehow control was lost and the customer placed the order directly with your supplier. How did this happen -- and maybe more importantly -- how can you prevent it in the first place?

Almost every time I have been involved in this situation there were two common elements. First, there was a complete breakdown in communication; second, there was a lack of appreciation for the reseller's involvement.

Read the rest of this blog entry.

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Thanks for understanding that we need to prevent the nasties.

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