Selling through others.
WHAT THEY PROVIDE
Access to customers who trust them Reach without headcount
WHAT THEY REQUIRE
A margin Support Material they can use A reason to prioritise you
WHY THAT LAST POINT MATTERS MOST
Partners sell what is easiest and most profitable for them.
WHAT TO ESTABLISH
What they get What they must do Who owns the customer relationship What happens on termination
WHY OWNERSHIP MATTERS
It determines who can contact the customer and what happens if the partnership ends.
WHAT TO PROVIDE
Clear pricing and margin Training Marketing material Responsive support
WHY SUPPORT SPECIFICALLY
A partner who cannot get answers stops selling.
WHAT TO AVOID
Many partners, none active Competing with your own partners Margin too thin to motivate
WHAT TO EXPECT
A small number producing most of the volume.
WHAT TO DO ABOUT INACTIVE PARTNERS
Establish why, then invest or remove.
WHAT TO AGREE IN WRITING
Everything.
WHAT TO MEASURE
Revenue per partner Quality of the customers they bring
WHY QUALITY
Partners sometimes bring customers who cost more than they pay.
WHAT TO REVIEW
The arrangement, annually.
