Obviously, sales performance. Yet beyond performance is the Partner’s ability to invest in personnel development, especially in terms of your products and services; and the partner’s ability to sustain the cost of the selling cycle. Cash is king and the willingness to invest it, are the fundamentals of a Partner’s success.
A clear statement of the markets and accounts to be managed by each sales channels as well as streamlined rapid response process for conflict resolution. Compensation programs as well as CRM utilization also minimize channel conflict.