Spend under management This fundamental metric measures the percentage of total indirect expenditures flowing through established procurement channels and contracts. It represents procurement's ...

Enterprise application vendors are turning to indirect sales channels to win smaller customers, but their efforts can backfire because of inadequate support. Indirect strategies to target companies ...

Channel-first telecom management service provider Nitel is ... sales force and instead converted this team to supporting its indirect channel sales force. "We achieved a 150 percent growth over ...