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Many companies recognize the importance of managing their customer relationships as a means to achieve dramatic improvements in business performance. These customer-focused strategies often fall short, however, when they fail to consider the growing impact of business partnering. Increasingly, many brand owners are leveraging partners to drive revenue and meet customer demands. In fact, partner-generated revenues now account for a growing share of total brand owner revenues. Many industry segments drive significantly more than 40 percent of revenue through the partner channel. The high-technology industry, for example, sells as much as 60 to 70 percent of products through indirect channels; for financial services, the figure is 80 percent; and for automotive, the figure is 90 percent.

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Format:PDFSize:470 KB
Date:Aug 2006
Pages:23

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