How can I make it easier for our partners to work with us?

The real keys to channel success are enablement and engagement. If you don’t consider your partners to be an extension of your company, they aren’t really partners, so you need to provide each department with the kind of training that eventually evolves into expertise. You want the best, most informed salespeople representing your products and services, and the best technicians implementing it. Then you need to show up often. Be in constant contact with those partners who show promise. Be extremely available both over media and in person. The more you work together, the more knowledge you convey and the more productive they’ll be.