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strategy and business

Marketing, Media & Sales Archive

July 1, 1996

How to Treat Customers Right: Winning the Channels Challenge

Suppliers of goods and services that flow through distribution channels face unique challenges. A 10-point plan shows the way to deliver the proper price and service to those who really count: the end users.
April 1, 1996

How Novell Manages its Reseller Channel

How does a company turn its reseller channel into a source of competitive advantage? It requires balancing the objectives of its resellers with its own.