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Vendors can profile the perfect partner and still get nothing in return. The difference comes down to economics, not ...
Channel leaders keep addressing doubt with more data, but data isn’t the problem. Make the bet in public, name the ...
New relationships or expansion into new products doesn’t yield immediate results; it typically takes 12 to 18 months ...
Vendors often turn to new programs, incentives, and technology to re-engage partners when the better answer may be ...
Strong demand for customization and services highlights critical role of partners and risks of underpricing value ...
