In regards to business solutions, including channel development, it is important to note that loyalty, transparency and good communication skills create a successful channel. It is also vital to note that other companies should be consulted and should not necessarily be thought of as competition in this market. Building a loyal channel, requires the ability to hone important business acumen and associated skills with a variety of partners. Consequently, financial incentives may push a certain product forward, however, loyal channels are maintained when they have the ability to stay true to core values and beliefs.

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http://www.channelpartnersonline.com/blogs/peertopeer/2014/06/building-a-loyal-channel.aspx