Want to build the best channel partners?

2020-09-03T11:50:59-04:00

When it comes to channel partners, most vendors have some variation of the “80/20 rule”. This conventional thinking convinced them to pour most of their marketing funds and incentives into the top 20% of their partner base. Eventually, this lopsided investment strengthened the position of their top 20%. No judgement here, but just see what happens next naturally... Eventually, they slide further towards a more polarized “90/10 rule” as some of the top players outplay [...]