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…
Category: Partner Recruitment
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…
Your Partner Proposition is not good enough – It’s not me, It’s you
• Are you having trouble motivating partners to be proactive?• Are you finding it difficult to attract new partners?• Failing…
How long does it take to build a revenue-generating Sales Partner Channel?
To get an answer to this big question, there are a number of questions to determine where you are starting…
Direct SalesGetting StartedPartner EnablementPartner Program DevelopmentPartner PropositionPartner Recruitment
Does your Partner Proposition help your Partner meet their goals?
The strength of your Partner Proposition is a key driver of success in your partner program. Companies spend years developing…
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…
5 Success / Risk Factors in Partner Recruitment
If your company has some partners already and you are now growing your partner network, what will bring you success,…
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…
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…