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ARC: Top 10 Vendors At Managing Channel Conflict

Which vendors are best at mitigating conflict with their VARs? See how solution providers rate their vendors on how they handle this delicate issue.

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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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