Identifying the gaps - Channel Compliance Contract Practices

May 2014
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Identifying the gaps - Channel Compliance Contract Practices

At a glance

Contracts serve as the cornerstone to relationships between companies and their partners. They serve as the enforceable commitment companies and partners make to each other. Despite the importance of business agreements in the day to day activities of original equipment manufacturers (OEMs) and their channel partners a knowledge gap exists. Little insight exists into common OEM contracting business practices within the channel partner space. This piece provides insight into OEM channel partner contracting practices and helps identify contracting issues OEMs are failing to address.