Your channel partners are critical to your ongoing success.
Not only do they extend your market presence by providing additional “feet on the street” that supplement your direct sales force, they also offer regional expertise in locations where cultural, regulatory, or business differences require someone who “speaks” the local language. Channel partners help you access new markets, lower costs, and improve your overall reach and service delivery capabilities.
So…are you getting the most out of your channel partners? Or better yet, are they getting the most out of their relationship with you? Are you equipping them to adequately represent you in the field? Is your organization working closely with your channel partners to keep them trained, informed, and up to date?