The 5 Key Points on Partner Assessment for Enablement Planning
One of the most common mistakes in managing partners is asking a simple question: “How can we help you?”. While…
Category: Partner Evaluation
Identify Partner Program Challenges Early
As the pop-psychology quote states “80% of the barriers to your success are internal”. There is an Irish joke about…
Talk Business Opportunity first, then Product Demo and this is why
When you present an opportunity to a prospective partner, you may convince any partner company to start reselling your solution.…
Everyone dealing with partners needs to know this – Partner Fit Evaluation
Are you planning to grow through sales channels and asking yourself:• Should you chase the largest resellers in your target markets?• At…
Five Questions to answer on your Resellers’ Partner Fit
There’s an old joke, maybe an Irish joke. A tourist stops his car along the roadside to ask directions from…
Software Reseller Partner Recruitment – Pace, Success and Risk Factors
Partner Recruitment is a process and not a game of luck. Business success is a team sport requiring a strong…
Reseller Agreements & Negotiations: Exclusivity – When and Why?
This is part 3 in our Reseller Agreements & Partner Negotiations series. You can read part 1 Channel Start –…
Your First Reseller Agreement: Concerned to Confident
This is part 2 in our Reseller Agreements & Partner Negotiations series. You can read part 1 here. We had…
Channel Start – Software Reseller Agreements & Partner Negotiations
This is the first of a short series of articles on Reseller Agreements & Negotiations. Partner Agreements are regularly one…
Diagnose your Current Sales Channels – Partner Fit Evaluation
Have you ever ridden a bicycle with gearing problems where the chain is not just clicking into the right cogwheel…