How can I engage larger channel partners?

Most channel partners are open to considering any vendor-partner who is willing to provide new servicing opportunities, training, marketing support, and a real partnering commitment. Smart vendors will often introduce themselves with live business in hand (sales that were already closed but not yet assigned to a resource for deployment.) By offering to train and pay a partner to accomplish these deployments, vendors will learn if the partner has the resources and is open to the deeper level of commitment that makes for great partnerships. It also votes confidence to the partner that you are interested in their business success.