Series of articles that answer the question, how should a channel be designed?
Deal registration should accomplish something very simple: Protect the partner and establish ownership of the opportunity. Yet somewhere along the way, many companies turned it into an administrative process.
You can tell partners they’re important. You can recruit them, enable them, and invest in the relationship. But if your internal compensation structure puts your salespeople in competition with
One of the most common mistakes I see is confusing partner recruitment with partner success. Recruiting partners feels like progress. Your ecosystem grows. Your partner count increases. Everyone celebrates
One of the most expensive mistakes startups make is believing the channel will validate a product the market hasn’t yet. It won’t. Partners aren’t product testers. They’re trusted advisors
I’ve spent more than two decades working with technology advisors, distributors, master agents, suppliers, and channel leaders. One pattern shows up over and over again. Startups build a channel
