Sunday, February 20, 2005

Channel Strategy: Demonstrating a Committment to Value

According to CRN, 3Com is migrating back to value and eliminating volume-based Gold and Silver categories.

That's good, if they really mean it. Our advice to 3Com is to get its channel objectives straight and back them up with action.

MDF and rebates make the program overhead rise, and they often do not deliver the market impact desired. If 3Com really wants to reward value partners, discount is the biggest lever.

The Channel Pro
Sent wirelessly via BlackBerry from T-Mobile.


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