It’s sort of a chicken and egg question: How do you service leads without partners, and how do you engage your partners without leads? The fact is you need to be doing both, but there’s probably more risk in starting with partner recruitment. Understand how it looks from the partner’s point of view. Having leads and...

For channel managers in an emerging company who aspire to excellence, exponential channel partner program growth is the name of the game. So how do they make that happen? For starters, they understand the true demands of the job. Their role is a hybrid of sales and marketing so they must know: How to sell...