Vendors often talk the talk of managing channel conflict, but they don't always walk the walk. Our Annual Report Card research asked VARs about how their vendors performed in this matter. Here's a ...

The Hopkinton, Mass.-based storage giant, which has won the VARBusiness Annual Report Card (ARC) award in Network Storage for two consecutive years, beat all comers with its scores in the critical ...

Answer: The fact is that distributors who deal with manufacturers who go online perceive that these manufacturers are not as dependent on them as they are on the manufacturers. This is called ...

B2B marketers reach their customers through different channels, and if these channels start competing with each other instead of working together, it creates a conflict. One channel trying to undercut ...

Answer: Imagine any two parties and their relationship. Take a manufacturer and a distributor, for example. According to research in channels of distribution, we know that the key idea for ...