I simply don’t understand why a business would sign partnership agreements with a new reseller on the understanding that if they deliver nothing you will “tear up the agreement”. What a waste of everybody’s time and effort.
If you don’t think it’s going to work as a partnership then, you’re probably right. Like all relationships a business partnership takes time and effort and commitment from both sides and usually a degree of planning and expectation setting doesn’t go amiss.
A few areas to look at in detail before you even think about signing a partnership.
Suitability of product/solution or offer
Why you’re taking this route
Margin chain – is there enough in the margin pot to feed all tiers?
Your resources to support this activity
- Training/knowledge transfer
- Sales
- Marketing
- Support
- Operations/logistics
- Finance
- Affordability and impact on pricing and margins available
- Potential for sales conflict with your current operations and sales teams
- And most importantly how you will resolve them
Line up for success and remember that less is more. Fewer of the right partners is infinity preferable and scaling can follow
