The Three Cs of Successful Positioning
Part Three: Get Your Channel Involved
Lawson Abinanti - March 7, 2005

Get Your Channel Involved In Positioning

If there’s a disconnect between your channel and your marketing team, neither will reach their full potential. In this column, you’ll see how involving your channel in the positioning process is a key ingredient in successful marketing and sales. It also helps establish and maintain a relationship that pays off for both you and your channel. Whether you sell direct, your channel is the sales department down the hall, or your channel partners are value-added resellers (VARs), it works like a charm...