You raised the partner margin. Their reps still sell the other thing.

Channel programmes are usually designed around margin percentages, but the decision that actually determines your volume is made by one salesperson with a diary.

By Steve 5 min read
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A familiar sequence: partner revenue plateaus, the margin goes from twenty points to thirty, and six months later the numbers look much as they did. The partner is still nominally enthusiastic. The relationship manager still returns calls. The pipeline still doesn’t move. The usual conclusion is that the wrong partners were signed, and the search begins again. The more likely explanation is that margin was never the binding constraint. Channel programmes are designed at the level of the partner firm, but almost every channel sale is decided at the level…

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