In the Studio with CRN: Managing channel conflict

Dell's Kathy Schneider and Barrie Desmond from VADition discuss the use and abuse of deal registration programmes

Managing the potential conflict between direct vendor sales, high-touch teams and pure indirect channels has long been one of the industry's stickiest wickets.

Deal registration programmes aim to delienate the rules of engagement and help resellers protect their customer bases. These programmes have become a mainstay of all vendors' channel schemes - but are they designed, implemented, policed and enforced effectively enough?

CRN senior reporter Sam Trendall caught up with Barrie Desmond from distributor VADition, and Dell's EMEA channel chief Kathy Schneider, to discuss the thorny issue of channel conflict.