Asia Pacific Is Not One Market: Choosing Channel Partners Before You Sign
Asia Pacific is not one market, and the right channel partner can make all the difference. Marc Rémond shares how technology companies can assess market maturity, select partners using the 4C framework and build a sustainable route to market.
How a B2B Technology Company Can Build a Successful Channel Strategy
Selecting partners first and designing the model later produces overlapping coverage, unclear expectations, and a programme that measures membership rather than contribution.