Is channel conflict a reason not to sell direct in B2B?
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Show Notes
This week on the Friday 15 podcast, Andy & Brian talk about how much channel conflict fears should impact your distribution strategy (in short, it shouldn't.)
They dig into 7 ways to sell direct while managing the conflicts:
- MAP and sales channel agreements
- Public vs private pricing (pricing exposed behind logins or inside custom catalogs)
- Assortment variations by channel
- Being mindful of who is selling
- Taking control in marketplace channels
- Provide digital assets and analytics to channel partners
- Channel monitoring and enforcement.