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During my 26 years at Frank Lynn & Associates, Inc., I have seen and helped to create very innovative go-to-market channel strategies across many industries. However, I have witnessed many manufacturers and service providers make the same errors in judgment over and over again when designing their channel strategies. It almost seems as if they have all read from the same book "How to Ensure a Failed Channel Program," which I have never come across, but am convinced is in its "nth" printing.