What does a "good" channel partner candidate look like?

Remember just what it is you are looking for. Each channel partner has sales and technical resources. Each of those sales resources has existing customers. The sales cycle is cut in half when those channel salespeople sell your solutions to their existing customers. No prospecting needed, nor penetration, nor qualification. They already have credibility with each of those customers and will see your products as the most valuable thing they can find, new offerings to sell to existing customers. They know it’s “five times easier to sell to existing customers than it is to create new ones.” Then, when you help them create new ones, you’re giving them another gift. A “good” channel partner will know and appreciate this, and will answer when you ask about their account base.