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When It Comes to Channel Partners, Does Size Matter?

Just like individual people do, channel partner organizations come in a variety of different sizes. These range from small mom-n-pop shops to large integrators, with a full complement of variations in between. And if we paint the world with a very broad brush, we might be tempted to make certain assumptions about size and scale as we move towards selecting the right partnership for our company. There might even be some level of truth to those assumptions, but just as often, they can boomerang on us. Take these for example. You’ll notice that the advantages run in both directions, sometimes at the same time.

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