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Channel Trenches: If You Build It, Will They Come? The Trials Of Building An Indirect Sales Channel

By Tony Serino, Founder, Serino Channel Services An ISV focused on product development solutions (Computer Aided Engineering (CAE)/Lifecycle Management) needed to drive top-line sales with and through its channel of technical resellers and IT service companies to meet its dramatically increased sales budget. The organization had a small window of opportunity to motivate, mobilize and […]

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