The partner who signed and never sold

A signed channel agreement costs a partner almost nothing. Their selling time costs them everything, and that is the number your product has to win.

By Steve 5 min read
Abstract bridge artwork for The partner who signed and never sold

A familiar pattern: eight partner agreements signed over eighteen months, two of them producing revenue, and both of those revenues traceable to deals the vendor sourced and handed over. The usual diagnosis is enablement: the partners need better training, fresher collateral, a sharper deck, a portal. Money goes into fixing that, and the numbers barely move. The diagnosis is usually wrong. Partners who sign and then don’t sell are rarely confused about your product. They have simply run an arithmetic exercise, consciously or not, and your product lost. The number…

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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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