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Not having the right sales support from the Companies at the final stage of the sales cycle results in a leaky sales funnel which affects the ROI of the channel negatively. Companies can mitigate this challenge by helping partners close leads by offering them a well-documented, repeatable, guided sales process. Sales playbooks.
Business ChannelAlliances A channelalliance is an arrangement where a vendor engages a partner to resell, manage, and deliver the vendors product to market. AchieveUnites Caragol points out that providers must document partner selection criteria for channel managers who are front-line recruiters.
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