Working With and Identifying Channel Partners
Partners can accelerate growth in your startup. They can also stunt your business if you choose the wrong one.
When you evaluate your partner strategy, it is critical that you identify your primary objectives. Are you focused on growth in new markets? Do you have enough margin in your business to properly compensate a partner? How much time will you save with this approach? How much will it cost you? Are you better off building the capability internally?
Once these questions are answered, and you have identified your target partners, the tough questions follow. Are they the right cultural fit? How do our business objectives align? How will their customers respond to the product? How will their sales team sell the product? Why will their sales team sell the product?
Mike and Mike share their thoughts on partner management, qualification, and execution. They discuss best practices, common mistakes, and share their personal experience.
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