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056 - Growing Your Channel: Why the Long Tail Matters More Than You Think
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How can you build a channel strategy that has an 80% failure rate? No, you simply don’t. Yet, almost all organizations with a strong and functioning indirect sales channel ignore the long tail, focussing on the top 10-20% who deliver volume and significant revenue.
Are you building the channel of the future - with scalable solutions to help long tail partners create more opportunities and drive demand for the vendors' products. Hosts Alex and Rick suggest a paradigm shift where vendors focus on creating opportunities and cultivating loyalty from long tail partners as they…
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