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 ...

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 ...

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 ...

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 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 ...

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 ...

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 ...

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 ...

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 ...

Its a story as old as the IT channel itself: a reseller contacts a vendor for product information to prepare a customer bid; next thing you know, a vendor sales representative tries to steal the ...

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 ...