Check Point Software Technologies has forged strong partnerships with solution providers by committing to sell its products exclusively through the channel,although large customers sometimes ask to ...

What could turn out to be a key step forward for Hewlett-Packard's commercial and SMB solution-provider partners, the company is instituting a new sales-engagement model aimed at removing key ...

Answer: The fact is that distributors who deal with manufacturers who go online perceive that these manufacturers are not as dependent on them as they are on the manufacturers. This is called ...

Answer: Imagine any two parties and their relationship. Take a manufacturer and a distributor, for example. According to research in channels of distribution, we know that the key idea for ...

B2B marketers reach their customers through different channels, and if these channels start competing with each other instead of working together, it creates a conflict. One channel trying to undercut ...