The Personal Contact Network Partnering Pitfall
A great relationship doesn’t equal a great partnership “A stitch in time saves nine” – unknown “Every day in design…
Category: Partner Fit
From Longlist to Shortlist: Using Partner Fit Criteria to Filter Your Best Channel Partners
As a software product or SaaS company, that is ready to approach a number of potential partner companies, you want…
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…
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
When you present an opportunity to a prospective partner, you may convince any partner company to start reselling your solution.…
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
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…