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Using channel incentives to effectively communicate with an indirect route to market

FMI Agency
November 8, 2024

Introduction In an indirect market, companies rely on third-party partners—such as resellers, distributors, agents, or other intermediaries—to reach their end customers, rather than selling directly. This type of go-to-market strategy is often used to expand market reach and capitalise on partners’ existing customer relationships, local knowledge, and distribution networks. The indirect route to market is […]

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