ARC: Top 10 Vendors At Managing Channel Conflict


Cisco's ability to manage channel conflict in the Unified Communications/VoIP category finished tenth overall in the Annual Report Card survey. Cisco has a clear go-to-market strategy that is built around partnerships and alliances. According to Forrester, Cisco has seen big improvements in driving sales through the channel: In 1996 38 percent of its revenue was derived through the channel, while in 2009, that number is greater than 90 percent.



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