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Should Channel Management be a CXO role?
Yes, it should rank alongside Marketing & Sales
No, It should be part of the CMO/Marketing Director's role
No, it should be part of the CSO/Sales director's role
No, it cuts across all functions
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ROUTES TO MARKET

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Actually changing the way account managers work with partners and major customers is extraordinarily difficult. However HP has found a way of managing this change.
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Executive education
Check out INSEAD's new program on distribution channel management
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The Routes to Market Journal
The quarterly channel management Journal
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