August 21, 2008, 9:55 AM — Anecdotal evidence suggests that the channel is weathering the sluggish economy better than most, but that's not to say there are challenges. There's no question that margins are deteriorating, and members of the sales channel have to do more than just resell products to stay afloat. According to a new Accenture report, channel partners are trying to beef up their bottom lines by continuing to add new services and solutions.
The report notes also that many companies have restructured their channel business models--and this seems accurate, given the number of press reports lately of major changes in channel programs.
The solution? Greater collaboration with channel partners--give 'em a greater role in designing channel programs from the ground up. Given the rapid changes happening in the industry and the economy as a whole, it would make sense for vendors to listen to the advice.