Managing Channels: Try Selling Up and Across

Recent research from the Aberdeen Group titled "Channel Sales: Renaissance in Partner Management" explored the challenges, strategies and tactics from 220 organizations that rely on indirect channel partners, distributors, and retailers to drive top-line revenue. Sixty-three percent of companies indicate that partner/agent management has a moderate to severe impact on organizational effectiveness.
Significantly, the research revealed that top performing organizations were far more likely to support cross-selling and up-selling within the channel, allowing these organizations to extract demonstrably higher value from current customers and a steadfast dedication to a handful of "high performing" partners.
Source: CRM Buyer