Fourteen partners signed. Three have ever sent a deal.

Signing a partner costs a signature; getting one to sell is a different problem, and it is rarely the one the partner programme was built to solve.

By Steve 5 min read
Abstract bridge artwork for Fourteen partners signed. Three have ever sent a deal.

Partner programmes are unusually easy to start and unusually hard to read. The agreement gets signed, the logo goes on the page, the announcement goes out, and for a while the pipeline forecast quietly includes a line for channel. Twelve months later the pattern in most programmes looks the same: a small number of partners produce nearly everything, a slightly larger number produced one deal and stopped, and the rest have never sent anything at all. This is not a failure of partner selection, and it is usually not a…

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Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

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