Here's a question: If you sat down with 10 (or 100) of your resellers, could you tell which ones are most likely to generate new growth for your business? Based on what you know about your reseller partners—be they agents, partners, brokers, dealers, distributors or whatever else, could you determine which ones you want to nurture and support more than the others? This is a question that is on the minds of most executives who manage and optimize their company’s indirect ...

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