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Channel Matters Blog > April 2013 > Building Partnership Trust

Building Partnership Trust

by Philip Moon
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Philip Moon examines the role of the Channel Account Manager in establishing trusted business relationships with channel partners. How does trust drive business outcomes? What are the characteristics of partnerships with a high degree of trust? What behaviors undermine or destroy partnership trust?

The conclusion is you can't have a sustainable productive partnership without trust.

Research shows a strong correlation between effective communication and trust. Indeed effective communication is a precedent of trust – and that in turn is a predictor of commitment to the partnership. Without commitment there is no execution – and without execution there are no business results.


Last modified on 6/30/2013 10:11:29 PM
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