When Channel Vendors Sell Direct

I really enjoyed this article / debate in Channel Executive Magazine about vendors selling direct. Both sides give compelling arguments. Excellent questions from the moderator Dede Haas.
Where does your firm fall on this issue? Can a Vendor play both sides?
Two questions for the MSP and Channel CEO
  1. Many vendors in the channel have direct sales teams, which can cause channel conflict. What do you do if you find out your vendor partner is calling on your customers?

  2. Should solutions providers partner with vendors who are not 100 percent channel? What advice would you give if they are being recruited by a vendor with a direct sales organization?

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