What Strategic Processes Should Sustainable Channel Management Encompass?

Cem Kütük, Strategic Sales and Channel Architect at CK, spoke about the strategic processes that sustainable channel management should encompass. Kütük said the following:

A good product alone isn’t enough for a software company to grow. It requires the right reseller structure. I’ve been involved in long-term channel management. I can say this very clearly: Many software companies develop products but fail to develop an ecosystem. That’s because reseller management isn’t just about sales. It involves training, strategy, positioning, process management, and building sustainable relationships. If your channel structure grows unchecked, your brand will eventually begin to suffer. Building a reseller network is one thing, but what’s truly needed is creating a manageable ecosystem.