How do I scale my partner program?

The most fundamental goal and purpose of having a partner program is to scale. As with anything else there are two ways to scale; scale up or scale out. To scale up existing qualfied partners are each trained and motivated to sell more. Recruiting more qualified partners in more markets is the best way to scale out. The key word here is “qualified”. Simply recruiting more partners is more an exercise in spending more time, energy, and money wastefully with no return. Taking the time and effort to properly qualify each partner applicant will result in partners who can then be encouraged to scale up.