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The Channel Partner Paradox

Channel partners such as manufacturers reps, VARs and distributors provide an appealing way for you to get into new markets. But could they do more harm than good?

The typical way that channel partners can hurt you is by asking youto cut your price - even as they stand pat on their commission rate. Most channel partners rarely bring you into new customers. And they require extremely high levels of expensive and time-consuming support. Did you really think they were just going to hand you the business for free?

Find out how to Get More from Your Channel Partners without giving away the store.

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