beat all comers with its scores in the critical managing channel conflict subcategory. That's no small matter given EMC's roots as a direct sales organization. The ARC awards are a recognition of ...

Channel conflict typically arises from the need to maximize reach and revenue. Merchants often expand their sales channels to include third-party marketplaces like Amazon, eBay and Walmart ...

Ranked seventh overall for its ability to manage channel conflict was Hitachi Data Systems' program in the Network Storage (SAN or NAS) category. HDS has differentiated its sales force and has ...

Squashing channel conflict ... all of the sales channels report to a single individual,” Hill said. “We lovingly call this person ‘the Fork.’” The Fork’s job is to help manage internal ...

Tensions between direct and indirect sales ... if conflict were persistent and unresolved. Walsh added: “The channel understands conflict is a fact of life, and nothing will completely eliminate it.

So sales may see an issue one way ... And the book is the HBR Guide to Managing Conflict at Work. For more, visit hbr.org.