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How Well Do You Know Your Partners?

Consider these questions to evaluate how well you really know your channel partners

Relayware Partner Relationship Management

How Well Do You Know Your Partners?

By Mike Maturo

What kind of relationships do you have with your partners?

Systems and software are vitally important in supporting those relationships, but there are key things you must do outside the computer to make the most out of your partner relationships. Good systems free up time so you can spend more time building one-on-one relationships with your partners.

First, understand who your partners are. What are their goals and aspirations as a partner? Are they targeting particular industries or types of customers? What value do they add to the marketplace?

Second, get involved in supporting their success. Can you develop joint business plans with them so that you have clearly defined shared interest in their success? Can you set shared goals that you can hold each other accountable for? Ask them what they need from you to better support their lead gathering and deal hunting.

In my next post, I’ll look at how to get more and better leads through your channel partners.

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