What type of channel conflicts do most organisations face when a channel of distribution has been established?

The most common conflicts that occur within channel partnerships are:

• Lead/Account Attribution
  • Who owns the lead or account
• Flimsy or unclear processes
• Price discrepancies
• Lack of or weak post-sale support
  • End-user or retailer marketing materials
  • Accessible and helpful customer service
  • Proactive customer contact
  • Building brand
• Rigidity
  • One-size-fits-all

Much of these conflicts can be avoided by clearly defining a transparent and fair process shared in writing with all involved, listening to partners and customers, and having flexibility.