Implementing an indirect go-to-market strategy has always been challenging. From channel selection, segmentation, recruitment and on-boarding to training, enabling, motivating and facilitating collaboration, the indirect channel relationship lifecycle is complex to manage and this has forced many companies to turn to automation as a solution. But does the advent of social and collaborative technologies herald yet more challenges or can these technologies enhance and simplify indirect channel engagement? This whitepaper helps us to draw conclusions.

1. Collaborate beyond the enterprise
Whitepaper from Relayware
Channel Management in the Era of Social
Technology

2. Contents
Channel Management in the Era of Social Technology 3

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5. Traditional Simplistic Interpretation of a Hybrid Channel Structure

6. Another Indirect Channel Challenge – The Pareto Principle
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7. The Indirect Channel Lifecycle

8. An Example of a Demand-Side Ecosystem

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11. Collaborate Beyond the Enterprise