Nine partners signed. Two have ever sent anything.

A partner agreement is one of the easiest things in business to acquire. It costs a meeting, a mutual expression of enthusiasm, and a document neither side reads closely. Which is precisely why a list of nine signed partners tells you almost nothing about whether you have a channel. The pattern is close to universal. Partner programmes concentrate hard: a small minority of partners produce the overwhelming majority of referred revenue, and the tail contributes essentially nothing while consuming a steady drip of check-ins, portal access, marketing collateral and quarterly…