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Channel Matters Blog > October 2011
by William Vanderbilt
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There is quite a bit of interest in the channel related to "Return on Working Capital" (ROWC) or "Return on Invested Captial" (ROIC).  This is particularly true of distributors.  In reality, as individuals and business professionals we are all interested in maximizing our return on working capital.  After all, we have only a limited amount of cash.  With that cash we have to buy some goods and services, pay bills and, hopefully, make some worthwhile investments with whatever is left over.

by William Vanderbilt
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Channel management is the responsibility of Channel Account Managers.  The CAM is working with channel partners every day and is right in the thick of things when it comes to influencing partner outcomes, selecting partners, enabling partners, measuring partners and leveraging partner programs to drive partner behaviors and results.  But if a vendor sees channel management as the sole responsibility of CAMs, channels will fail in that organization!

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Whatever the reason for operating an indirect channel model, be it extending sales coverage and capability, reducing cost of sale, entering new markets – either geographic or vertical – or adding value to your current portfolio, the decision can be both complex and challenging.
by Philip Moon
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Should you coach partners or sell to them? Can you do both at once? If not, when should you sell and when should you coach? When you are coaching you are also selling, but when you need to sell don’t get this confused with coaching.