Making Channel Special Bids Special Again

October 17, 2016

A pain point for many suppliers remains the high volume of partner sales opportunities requiring some level of price exception, terms or special bundling. Suppliers often assume that special bids are driven by partners that are taking the path of least resistance by leading with price and not selling value. Or, they perceive the channel as trying to gain additional margin for their own business at the expense of the supplier. The reality is that more complex issues are driving this behavior.

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