Channel Partner Arrangements

There are many different channel partner arrangements, and all require detailed definitions.

Most new companies quickly realize that they need help in reaching a large number of prospects.  Word of mouth and past business acquaintances may initially be successful.  However, for the sale of most complex products or services to new, unknown customers, working through an organization that is already in place and has established relationships with the customers in the target market is the most effective way to build the business.  There are several different types of relationships with significant differences that the company should consider.