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When a great number of our target customers are members of an Industry Organisation, then doesn’t this make them an ideal partner?

Having the right metrics in place is fundamental to determining the success of your channel strategy, the performance of your channel partners and in building that all important trust.

Entering international markets is a big step in the life of any company. The opportunity versus risk pendulum swings back and forth in the early days. One of the ways to de-risk your new market entry and investment is to use Channel Partners as a Route to Market.

A partnering strategy can work side-by-side with your direct strategy. You can define how partnerships can work to feed your direct sales team, partners who will take full business responsibility in their market to sell and implement your product or partners who will OEM or licence your product or technology…