For Technology Marketing Professionals

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	February 16, 2010 Channel Sweet Spots What Channels Are Customers Sourcing From? by Tim Harmon with Peter Burris, Peter O'Neill, Zachary Reiss-Davis	Average: 10  (1 rating)

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Executive Summary

Different-sized companies have different channels they prefer for sourcing. Moreover, users' channel preferences vary by persona, vertical, and geography. This varied audience, combined with the myriad applications and technologies proffered by the tech industry, is why we're witnessing an unprecedented growth in channel complexity. Channel marketers who craft an intertwined channel model that molds to their varied target customer segments and needs will set their companies up to compete on a "business model versus business model" basis.

Keywords

• channel marketing
• channel management
• business development
• VAR
• DMR
• PaaS
• packaged software

This is an excerpt

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