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Channel strategy

A channel strategy defines how a company will use various sales and distribution channels (e.g., direct sales, resellers, distributors) to reach target accounts. It’s important for ensuring the right mix of channels to maximize market penetration and account engagement while remaining cost effective. Developing a channel strategy involves evaluating account preferences, market potential, and the cost of using each channel. This helps ensure that products and services are delivered effectively and efficiently to the desired accounts.

Related terms

Channel conflict

Channel ecosystem

Channel preference

Growth pathways

Routes-to-market

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