Nineteen partners signed. Three have ever sold anything.

Channel programmes rarely fail at recruitment. They fail in the gap between signing a partner and earning a place in someone else's sales conversation.

By Steve 5 min read
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A partner programme that has signed nineteen firms and activated three is not a failed programme. It is a normal one. The distribution of output across partners is almost always severely skewed, and the small productive group tends to emerge early and stay stable. What makes the pattern painful is not the ratio itself but the belief that the other sixteen are a pipeline: dormant capacity awaiting a better portal, a refreshed deck, or a quarterly newsletter. Usually they are not capacity at all. They are firms that signed because…

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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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