Channel conflict is inevitable. How you handle it is a choice

Channel conflict is inevitable. How you handle it is a choice.

The companies that handle it well write the rules before the conflict happens.

Deal registration, territory segmentation, co-sell incentives. One page, written when there's no dispute to cloud the judgment.

The companies that handle it badly try to resolve conflict case by case, improvising rules under pressure.

Write the rules first. Every time.