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Channel Incentive Playbook

The partner and customer relationships your company manages through its distribution channel sales and marketing efforts are among the trickiest to establish and grow. In 30+ years of working with channel sales organizations, we’ve picked up a few ideas on how to optimize these relationships. This report attempts to synthesize and consolidate our insights, best practices and advice on strengthening channel sales relationships and achieving mutually beneficial results. We call it our “Channel Incentive Playbook”.

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