The Three Cs of Successful Positioning
Part Two: The Channel
Lawson Abinanti - February 28, 2005

Introduction

It may seem counter-intuitive, but when it comes to successful market positioning for business to business (B2B) software, the best place to start is usually in the middle, with your sales channel. The channel connects you to the other crucial Cs of positioning—the customer and the competition. In this article, Part Two of this multipart series, we’ll explore what you can learn from your channel, and how to use information from it in the positioning process...