The Value of the Channel

Suppliers often question the value of the channel. Why not just sell direct and make more money? Google’s new Nexus One phone offering highlights the value of the channel. Google’s direct-only sales appear less than stellar. The reason – no place for customers to go for support. This is very problematic given the complexities of the new Android operating system. Next time, Google, might sell more and make more money by paying for the value add of the channel.