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Channel Matters Blog > December 2013
by Rich Blakeman
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With more and more sales organizations moving to a hybrid go-to-market model or looking to increase the contribution of their indirect sales in 2014, this is a good time to discuss the best way to make the transition smoothly and effectively. While moving to an indirect or hybrid model may make sense on a spreadsheet, at the end of the day, sales leaders need to ensure the transition is executed in a way that actually promotes growth and productivity, rather than hindering it.
by Rich Blakeman
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More and more sales organizations are moving to a hybrid go-to-market model or looking to increase the contribution from indirect sales in 2014. In part 1 of this series, I talked about how to minimize the disruptive influence a change in go-to-market tactics can have on your customers. In this post, I’ll focus on the channel and your direct sales force and show you how to ensure that the transition promotes their productivity and performance.