Channel options
Direct sales. Your reps sell. Partner channel. Resellers, SIs, ISVs sell. Marketplace. AWS Marketplace, Salesforce AppExchange. Hybrid. Most B2B uses hybrid.
Deciding the right channel mix
High-touch enterprise: direct with optional partner. Mid-market: hybrid direct + partner. SMB at scale: partner-heavy. International expansion: partner-heavy.
Channel conflict management
Clear rules of engagement. Account assignment by tier. Deal registration for partners. Compensation alignment.
Frequently asked questions
How do I build a sales channel strategy?
Decide the right mix of direct, partner channel, and marketplace based on segment, deal size, and geographic reach.
CTA
Channel strategy affects account ownership. See how CRUSH handles named accounts across direct and channel. [Book a Demo]
