The Hybrid Sales Channel: How to Ignite Growth by Bridging the Gap Between Direct and Indirect Sales

Introduction

A Hybrid Sales Channel—Just Exactly What Do You Mean by That?

What do you mean by a hybrid sales channel? This is the most frequent question I’ve received while writing this book. That’s not surprising. In my role as the Managing Director of MHI Global’s Channel Sales Center of Excellence, I’ve talked to companies across industries and geographies around the world—and their interpretations of the term are as wide and varied as the companies themselves. Here’s a small sample of what I’ve heard:

We have a hybrid sales channel. Our direct sales team sells to the end customer, and our distributors fulfill every sale. We have no sales ...