CHAPTER THREE

Cross-Checking the Model Three Ways

To this point we’ve seen the concepts of The Hybrid Sales Channel portrayed primarily from an internal company perspective. Before we move on to explaining the “how-to” aspects of the model, there are three perspectives that we need to cross-check against our plan to ensure that it works and is practical:

1. How are partners likely to react to a hybrid coverage model?

2. What impact on customers should be considered at the outset?

3. Where is the optimum point of leverage in designing and managing coverage?

Cross-Check #1: Testing the Approach from a Partner’s Perspective

I’m fortunate to have a wonderful neighbor who also happens to be the vice president of enterprise sales at a large value-added ...

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