• co-selling

    Co-selling is an approach to product and service distribution in which channel partners are the primary route to market.

  • HP channel partners welcome new 'rules of engagement'

    HP channel partners say the company's new rules of engagement are a good step toward overcoming channel conflict with HP's sales teams.

  • partner program

    A partner program is the method that information technology vendors use to engage solutions providers to get them to sell the vendor's product and associated services.

  • Dell-SonicWALL deal: Channel benefits and some concerns

    The Dell-SonicWALL acquisition could benefit channels from both companies, but SonicWALL partners want to be sure they're recognized and supported in the Dell ranks.

Channel Conflict

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  • co-selling

    Co-selling is an approach to product and service distribution in which channel partners are the primary route to market. 

  • partner program

    A partner program is the method that information technology vendors use to engage solutions providers to get them to sell the vendor's product and associated services. 

  • deal registration

    Deal registration is a feature of some vendors' channel programs in which a channel partner, often a VAR (value-added reseller) or SI (systems integrator), informs the vendor about a lead and is given priority for it... (Continued) 

  • channel conflict

    Channel conflict is a situation in which channel partners have to compete against one another or the vendor's internal sales department. 

About Channel Conflict

Finds news, tips and other resources on managing channel conflict for solution providers and value-added resellers (VARs). This topic includes information on how to manage conflict between the channel and vendors' internal direct sales departments, which vendors are known for garnering channel conflict complaints, how vendors address channel conflict complaints and more on channel conflict management.