HomeResearch Articles Channel Coverage Model and Competencies: Systems Integrators

Channel Coverage Model and Competencies: Systems Integrators

  • Systems integrators (SIs) are strategic partners used by suppliers seeking to break into new industries and markets
  • SIs demand proper attention and a high level of support, as they play a critical role in combining supplier offerings to deliver value to buyers
  • An effective coverage model, led by a competent strategic alliance manager, is key to supporting SIs properly

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