What does Channel Conflict mean for go-to-market?

Kills both motions when unmanaged. Deal-registration policies, named-account discipline, and clear comp neutralisation are the table stakes. The vendors that grow channel revenue treat conflict prevention as a P0 process; the ones that pay lip service end up with neither direct nor channel motion.

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Channel Conflict

GTM Concept

Definition

When the vendor direct sales team and a partner compete for the same deal — or two partners compete for the same deal.

Channel Conflict

What it means for GTM