You signed nine partners. Two of them have ever sold anything.

A partner programme almost always looks healthier on the recruitment slide than on the revenue report. Nine signed agreements, a portal, a deck, a margin schedule. Then two partners produce nearly everything, three produce one deal each, and four have never registered anything at all. The instinct is to read this as an enablement failure, the tail needs more training, better collateral, a quarterly business review, and to spend the next year trying to lift the four. That is usually the wrong diagnosis. The skew itself is not the problem.…