The majority of Apple solution providers polled in a September CRN Intelligence survey said they have battled the company's direct sales force in enterprise accounts. This comes as Apple is stepping ...

B2B marketers reach their customers through different channels, and if these channels start competing with each other instead of working together, it creates a conflict. One channel trying to undercut ...

What could turn out to be a key step forward for Hewlett-Packard's commercial and SMB solution-provider partners, the company is instituting a new sales-engagement model aimed at removing key ...

Channel conflict between a manufacturer and their channel partners, or between channel partners themselves, can be a major source of frustration for all parties. While the complete elimination of ...

Answer: The fact is that distributors who deal with manufacturers who go online perceive that these manufacturers are not as dependent on them as they are on the manufacturers. This is called ...

Channel conflict is one of those internet buzzwords that unlike other cute transplants from the offline world has real and dire consequences for companies. One company that's recently seen its share ...

Manufacturers often sell their products to wholesalers, who in turn sell to retailers. These entities represent the vertical channels in marketing. Types of channel conflict include both vertical and ...

The life and annuity industry has heard this story before, and now it’s about to hear it again: Life and annuity carriers just aren’t that into direct Internet-only sales, and many appear to be ...

Covid-19 has reframed many of the thorny issues of channel conflict. Retailers, distributors and manufacturers, who each want to own the customer, have seen the pandemic erode some longstanding ...

Successfully producing outdoor gear used to be such a simple endeavor: make great product, then sell it through retail partners, or directly through a catalog or your own store. These days, the ...

Dell has expanded throughout the entire organisation a UK pilot that precluded its direct sales team from achieving their bonuses without using the channel, in an attempt to kick-start wider ...