How do I increase partner mindshare?

Salespeople sell what they know, and often best sell whatever pays them best. Training and early introduction to new products are the easiest ways to achieve the first. Proving they can generate significant margins, if that’s possible, is one good way to generate higher compensation. In the channel, competition has made that all but impossible. Alternately, demonstrating how your products can significantly increase the sale of their own services wrapped around your product makes your product more and more attractive. If they can sell more high-margin services with your product, your product wins more mindshare.