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Overview:
Communicating with customers is obviously important and gets the attention of marketing channel managers. However, communicating with channel partners is just as important but often gets second billing. That's an unfortunate and costly mistake. Channel partners and their customers are one's customers, too. Communication is a powerful tool for managing channel partners. Its value is second only to that of financial incentives. Communications with one's channel partners should be cost effective and behavior oriented. In one's communication materials, focus on exactly what one want the channel partners and their customers to do.
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| Format: | HTML |
| Date: | Dec 2007 |
| Pages: | 9 |
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