Drive Your Channel Productivity Globally

Over the past decade or so, organizations that rely on channel infrastructure to reach their end buyers have been making significant investments in unified channel management activities. However, they seldom consider the fact that these channel management activities can vary quite a bit across countries—not only from a deployment perspective, but also in terms of their effectiveness. Why is that? How can the organization recognize these differences and adapt accordingly? Before we answer those questions, let’s quickly review the areas in which channel management activities tend to do the same, regardless of country or region. There are several basic principles that apply across all geographies around the world: When a company sells through a channel network, they will generally sell through either a one-, two- or three-tier system. Yes, multi-level distribution (more than three tiers) exists, but that tends to be more for business-to-consumer products than they are for business-to-business products and se