What advice would you give a business considering launching a channel sales program for the first time?
Build a compelling business case for prospective partners showing how much additional revenue they can drive by wrapping their own high-margin services around your product. Show how you will help them market their own practice and what they can do for customers with your product. Provide them with a clear set of rules of engagement so they know exactly what they can expect from you and you from them, especially around preventing channel conflict and assuring them of return on their effort and investment in preparedness. Add to that any air cover you will provide to help pave the path, and any sample results you’ve seen from similar partners.