Issue:  Channel Flexibiltiy Drives Market Share

How do you break the rules to stimulate market share?

We all know that programs get stale.  Just like big companies that lose the flexibiltiy that made them successful in the first place, programs often take on a life of their own that may have little to do with current market conditions. 

The keys to successful rule breaking are as follows:

1. Build programs around objectives rather than rules
2. Train the field on the objectives and customer needs
3. Leave implementation open to local adaption 

By defination, breakthrough performance requires that you ignore today's rules. 

Scott Karren, The Channel Pro


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