How should channel partners work with my company?
As one team. Properly managed, partners become an extension of your sales engine and should consider and conduct themselves as such. They should be just as demanding for answers, price concessions, and other customer accomodations when necessary. They should be as deeply steeped in training on your products as anyone. They should be constantly designing new customer solutions that integrate and incorporate your technologies. Great channel partners select a vendor-partner to champion and focus the majority of attention on them. Larger partners have each salesperson focused on a vendor-partner. None of this is exclusive, but it is focused.