Channel partners generally sell more than one product or service. They might even – gasp! – sell one of your competitor’s solutions. That’s fine, even expected, but that means if you want them to increase sales of your offerings you’ll be competing for the channel’s attention and loyalty.
So how do you make your solutions stands out from the rest? How do you capture the attention of your channel partners to promote, quote and sell your products over the others they have in their portfolio? Good question.
Ultimately, it comes down to