#1 Beware of viewing the sales channel through
the same lens as you do manufacturing operations.
Often B2B sales channels are seen as disengaged, slow and even antiquated. Dealers, distributors or reps may be viewed as living off the manufacturer, providing little value. While the temptation may be to eliminate the sales channel after a company is acquired, it seldom works. And just as dangerous as eliminating it, is communicating the possibility of eliminating it. That is a guarantee of lost revenue as the dealers go running to competitors.
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