5 Of The Most Challenging Obstacles In Channel Management

Channel managers are required to possess a plethora of social and tactical skills; not just someone whom wears many hats, but someone with a comprehensive understanding of the channel industry, it's ever-evolving modification (in both technology and economics), the complexities and miscommunication it produces as well as the ambiguous gamble an indirect partnership entails.

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Management of an entity, not an individual

• Elaborates on the negative effects of micromanagement and how not focusing on the bigger picture does a disservice to productivity.

Reporting is Done Indirectly

• Reporting becomes a game of ‘cat and mouse’ whenever communication gets lost in the hierarchy of corporate personnel  

Priorities are Different

• Channel partners may be…partners, but priorities are usually never 100% mutual

Different Partners Require Different Business Models

• Every channel partner has its strengths and weakness as well as process of ‘doing business.’ Channel management becomes a daunting task whenever this reality surfaces.

Forecasting Becomes Ambiguous

• With so many partners, channels, sales, programs to manage, and constant modifications in the market-- the duty to accurately forecast demand is not only frustratingly time-consuming, but also obscure.