Channelinsight Channel Best Practices Whitepaper

According to the 112 experienced channel sales, marketing and operations people at leading high tech companies who answered our Best Practices survey only one-third of enterprises really know who their end-customers are and their vertical market. Enterprises rely on their partners to penetrate specific markets, but less than half know the vertical markets that their partners serve. Given this, how can you develop and implement effective incentive programs that target specific markets?

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