The Channel Whisperer: How to Recruit, Manage and Develop Your Distributors

Dealing with distributors can be hard. They are constantly looking for better and exclusive deals, form a bad fit with your company's strategy, do not spend enough time on your products and rely too heavily on your support. At least, that is the viewpoint of many managers. However, getting a better result from the cooperation with distributors starts at your own organization. Distributors aren't just clients, but an essential extension to your own organization. That means they should be tre...