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Channel Matters Blog > November 2014
by Rich Blakeman
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We’ve been talking a lot lately about the channel competencies identified in the 2014 Channel Enablers Channel Best Practices Study. For those of you new to this study, these competencies are Channel Core Fundamentals, Channel Business Acumen, Influencing Skills, Partnership Planning, and Leading and Managing Relationships.
by Rich Blakeman
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In sales, productivity isn’t about the number of calls returned, emails sent or meetings attended. It’s about the business you close. However, for the indirect channel organization, those calls, emails and meetings can make a big difference in the bottom line. The 2014 Channel Enablers Channel Competency Study uncovers a direct link between partner productivity and the way channel managers communicate.
by Jan de Leon
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Many organizations move to an indirect model to save money. Unfortunately, it doesn’t always work out that way. You see, it’s not the channel model per se that reduces costs. It’s the greater coverage and leverage that can be obtained by working with a partner channel that decreases costs. The critical role that makes it happen is the channel manager.