The partner agreement is signed. Their rep gets paid more for selling something else.

Most channel programmes fail on the same arithmetic: an hour of a partner's selling time is worth more elsewhere. Signing them was never the hard part.

By Steve 5 min read
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A signed partner agreement feels like progress. Twelve of them feels like a channel. Then two quarters pass, the deal registrations number in single figures, and the partner manager’s report reads like a list of relationships rather than a list of revenues. The usual diagnosis is enablement: the partners need more training, better collateral, a refreshed portal. Sometimes that’s true. More often the problem is upstream of anything a portal can fix. The partner firm signed. The individual who has to sell the thing never agreed to anything, and when…

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