How do I get started with the channel?

Recruit channel partners. Before you can do that you need to develop a program that will help those new partners understand why they would want to partner with you. What advantages do you bring to their business? Why will your products and services help them penetrate and sell to various different markets? How much can they grow their company thanks to their relationship with you? Once you are confident, you can effectively convey solid answers to these questions and start networking with others in the IT space to recommend worthwhile partners. Examine the partner lists for manufacturers whose products are adjacent or even competitive to yours.