Episode 26 – Channel Partners

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.

Catalyst Sale

Sales is a Thinking Process. Catalyst Sale is a learning organization first and foremost. That’s why we care about a thinking process that enables results versus a process that tells people what to do. We aim to add value whenever we can, and our true success is measured by the sustainability of our work long after we complete a project. We surround ourselves with good company and never stop learning.

We are Catalysts. We Connect people we know and people we meet to help create opportunity for others. We Challenge ourselves, our clients and our team, to discover what is possible. We Learn from others, others learn from us and that never stops. We Contribute our expertise to deliver results with meaningful projects that are aligned with our values. We care about the people we work with every day and get great satisfaction from seeing them thrive.

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