Channel Coverage Model and Competencies: Value-Added Resellers
- Suppliers seeking to drive sales through value-added resellers (VARs) must employ a low-touch, one-to-many model
- Suppliers can directly support a large quantity of VARs or support this type of partner via a two-tier model leveraging distributors
- An effective coverage model, led by a competent partner manager, is key to delivering the right support structure when engaging VARs
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