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Market becomes too attractive for the vendor to “resist” selling directly
Lack of knowledge, cultural sensitivity, understanding of how things work in the partner’s market
Compromising the partner’s relationships through stupidity
Making a Channel Work A quote from Geoffrey Moore in “Crossing the Chasm” "Getting and sustaining the attention of someone else's sales force is a full-time job, since helping to sell someone else's product is an unnatural act that must be stimulated constantly"
It Always Comes Down to Selling People sell what they know how to sell. Get the salespeople on board and you will have a productive partner.
What’s An ISV To Do? Package yourselves the same way you would your product
Building a Successful Channel Give partners a reason to trust you – have a solid channel program Identify, qualify and recruit the right partners Manage the partners to keep them focused on your products Channel Success
Steps in Partner Recruitment Total elapsed time – 4-6 months