What is meant by “correctly” developed and managed channel partner programs?
All well or “correctly” developed channel programs require an investment by you in time, resources, and patience. To be effective, a program must be developed with the help of potential or existing channel partners. Their input is invaluable. A successful program must have a value proposition and ROI (return on investment) that compels a partner to spend time and resources selling your product. Channel programs must also be “correctly” managed if they are to be successful. A good working relationship based on trust must be established between your channel sales managers and the channel partners they manage. If this relationship is adversarial, your product will not be given priority attention or even sold at all.
