As disease and technology conspire to keep people separated, the local channel has the potential to bring vendors, partners, and customers closer together. ...
Many vendors’ management and investors fail to see the value contributed by partners; taking partners out of the equation can help them see more clearly....
Vendors need to recognize that they don’t have channel partnerships, but relationships that need cultivation and support to generate returns on investment....
Partner loyalty is overrated, distracting, and, sometimes, a dangerous metric. Instead, vendors should create economic models and conditions that inspire partners to commit to a common vision....