Let's say you are a software vendor and you've set up a partner channel to broaden your reach into new industries and new geographic territories. You believe you have put the right elements in place - incentives, certification, technical support, even some added marketing investments. But something isn't clicking: partners - either VARs or ISVs - are missing their targets and seem to be at risk of losing focus on the opportunity you still see before you.
While the mechanics of running a partner program may be fairly straight forward, new research reveals that the success of enterprise software reseller relationships are determined by navigating a range of complexities related to differing priorities, perspectives, and skills. Alignment on priorities for value ...