As an executive of your multinational company, you need to be prepared for chann
ID: 345103 • Letter: A
Question
As an executive of your multinational company, you need to be prepared for channel conflict between your organization and your channel partners. One example of this potential conflict can occur when multiple channel partners sell the same product in a market with different pricing. This will create a situation in which your channel partners have to compete against one another and/or against YOUR internal sales team.
So what are the best ways to ensure partners relationships? Should you establish training and certifications for all channel partners? Enhance up and downstream marketing communications? Manage the performance of your partners closely (monitoring them under a microscope)? Or is there some other form of channel partner collaboration that is more viable?
Explanation / Answer
Conflict between channel partners and the organizations is a common issue but this issue is not a healthy one, hence organizations need to take care of such issues so that harmony is maintained between all. The best way to ensure partners relationships is by promoting the product or services together, co-investing can be done with the partner and follow best practices among all.
Trainings and certification can be established because if the partners are certified then it becomes easy for the organization to work with such partners and also through training the best practices can be promoted and practiced. I don't think that the performance of the partners should be monitored under a microscope because that will put a lot of pressure on the partner and will affect the business relationship that may lead to termination. So instead there can be a routine monitor in order to ensure that they are in the right track.
Channel partner collaboration is the best way to manage and control such issues so if there is a official and formal document between the organization and the partners then such issues can be mitigated and I feel that it is a better option for both.
Related Questions
Navigate
Integrity-first tutoring: explanations and feedback only — we do not complete graded work. Learn more.