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Partners: Getting to “The Point of Credibility” faster cheaper
You are likely spending 60 to 80% of your customer acquisition costs on getting to the Point of Credibility with your...
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Q: Direct Sales Dominant or Partner Sales Dominant – And so what?
Is your business Direct Sales Dominant with partners supporting your direct sales?, OR are you Partner Sales Dominant,...
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Q: A large company is offering to resell our solution. What are the key points?
When you’re doing things right, and it gets noticed sooner than you expected from a large potential partner, do...
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Q: Should we implement a PRM, or just use custom forms extending our CRM?
At what stage in your Partner Program Development journey do you invest in a Partner Relationships Management (PRM)...
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Q: How do we get the attention of our partners’ sales reps who have many products to sell?
You can secure a partner agreeement with a company’s senior management, but do you have their frontline sales and...
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Q: Why do reseller partnerships fail, and how can we detect challenges and address them early?
If partnership fails, were both companies wrong in the first place, did plans change or where did you both go wrong?...
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