An overview of why resellers don't sell and how you can build a productive channel.

1. The York Group Building Better Channels

2. Relationship With Your Resellers Are your partners working as a team, pulling you in the right direction?

3. Or Are They … Inactive ? Resentful? A nuisance?

5. Benefits of an Effective Channel

7. When Are You a Strategic Product? A dedicated salesperson An activities-based marketing plan You are part of the reseller’s “survival toolkit”

10. Making a Channel Work A quote from Geoffrey Moore in “Crossing the Chasm” "Getting and sustaining the attention of someone else's sales force is a full-time job, since helping to sell someone else's product is an unnatural act that must be stimulated constantly"

11. It Always Comes Down to Selling People sell what they know how to sell. Get the salespeople on board and you will have a productive partner.

12. What’s An ISV To Do? Package yourselves the same way you would your product

13. Building a Successful Channel Give partners a reason to trust you – have a solid channel program Identify, qualify and recruit the right partners Manage the partners to keep them focused on your products Channel Success

14. Steps in Partner Recruitment Total elapsed time – 4-6 months