# Channel Development Decisions

Channel Development Decisions Must

Start with Customer Needs

Value-added

Channel

Development

Process

Vendor

Distributor

Reseller

End-User

Conventional

Channel

Development

Process

Vendor

Distributor

Reseller

End-User

Approach:

Channel

partner needs assessed;

solution offered to end

user

Assess Needs for

Participation

Deliver product

Understand Solution Needs

Sell & Implement Solution

Size & Deliver Solution

Components

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