Insights

Practical insights, expert perspectives, and proven strategies for ambitious leaders shaping the future of commercial excellence.

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Why B2B companies struggle to control partner sales - and what to do about it 
Why B2B companies struggle to control partner sales - and what to do about it 

Partner channels can account for up to half of revenue, yet they rarely get the commercial discipline applied to direct sales. The result is margin erosion, lost market visibility and misaligned incentives, a structural problem that more resources do not fix. Control comes from five connected capabilities and three questions every B2B company should be able to answer.

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