Best Practices Videos

Video – What Is Channel Management?

In channel management, a vendor organization creates, captures and fulfills market demand through another set of organizations who act as channel partners and ecosystem players for the vendor. In this video, we first provide an overview of channel management, then go on to discuss five crucial activities or phases of it. Finally, we briefly outline several functional disciplines that organizations must adapt for channel activities, including channel marketing, channel sales, partner development, channel operations, channel finance and channel legal.