Should I be giving my channel partners leads?

Demand generation is a major cost for channel partners. Defraying some of that cost by providing valid leads is a great way to help. Leads must be valid. It only takes a few bad leads to turn channel partner salespeople off to following up on your leads. Time is their enemy. Bad leads waste time. Once your leads are valid, you must determine which channel partners deserve them based on how well they’ve done with previous leads and overall sales. The most critical step is to keep following up with them on their results with your leads. You’ve handed them potential gold. They owe you their best efforts to create results.