The Biggest Mistake when Starting a Partner Relationship: Poor Partner Fit Evaluation – Mistake #10
Let’s get straight to it: the single biggest mistake I see tech companies make when starting a partner relationship is…
Category: Partner Fit
The Three Pillars of Sales Partnering Success
Whether you are starting on your partnering journey, pushing to grow your partner network, or seeking to drive success from…
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
Thanks all for sharing your comments and questions on our last email, article, and video. When you present an opportunity,…
Will a Global Software Company resell your product? – Partner Fit
In my previous article, I discussed the challenges caused by poor partner qualification and evaluation, and the benefits of a…
Everyone dealing with partners needs to know this – Partner Fit Evaluation
Everyone dealing with partners needs to know this – Partner Fit Evaluation Are you planning to grow through sales channels…
Meeting Sales Partners at Events – Partner Fit – Typically Do’s and Should Do’s
Picture the scenario of a chance meeting with a decision-maker within a potential reseller for your software solution, building a…
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 –…