Should my partners be able to sell on their own? Is co-selling better?

Co-selling involves the investment of additional resources on your part, so from a purely price-performance standpoint co-selling is not always better. On the other hand, co-selling is the best way to teach partners how to present and sell your solutions. It’s far more effective than classroom training alone. Co-selling should be reserved for early partnerships to provide good examples of how to sell, or for bigger deals with larger, more important customers. Ultimately, a true partner should be able to represent your product and your value proposition as well as any direct salesperson and, therefore, sell on their own.