– The average reading time for this post is 12 minutes – Summary This post explains that the challenges of working with channel partners are caused by the need to understand, operate [...]

The word “channel” is traditionally used in the software industry to describe independent companies that assume various roles and obligations in bringing a software product to the customers.  The [...]

To read part 1 of this post, please follow this link: The Software Partner Channel and Customer Value Propositions (part 1) With the book “The Discipline of Market Leaders” – published in 1995 [...]