Early stage ISVs can find themselves competing against systems integrators who may be prospects for channel partner relationships. It takes no more than a couple of bruising experiences to sour a potential partner. Joint marketing opportunities can present a more… Read more ›

Partner relationships broadly breakdown into two types: an affiliation that benefits both barties or an affiliation that serves a purpose, usually with regard to fulfillment, for both parties ISVs should appropriately respond to either opportunity. An Affiliation that benefits both… Read more ›

There are many reasons for enterprise IT ISVs to consider implementing a channel sales strategy for products. In our experience the most prominent of these are: an ISV is supported by too few internal sales personnel, or a software product… Read more ›

We think that the recent, well publicized pivot on the part of Microsoft® Corporation with regard to its channel strategy should give enterprise IT ISVs reason to carefully review their assumptions about where and how it makes sense to build… Read more ›

In the 1980s and 1990s it was en vogue to implement enterprise sales strategies on a “win win” basis with channel partners. This strategy was built on the premise that working with channel partners to achieve important, but differing objectives… Read more ›

It makes sense to provide leads to channel partners who can be counted on to follow up on leads. This assumption may seem costly, but it makes sense. Here’s why: One of the key value adds for channel partners is… Read more ›