With only very few exceptions the software industry is a “grow or die” type industry. This whitepaper therefore assumes that a channel partner management framework must support a business strategy aimed at becoming the market leader.
The whitepaper discusses how to design and execute effective frameworks for managing independent resellers in the software industry.
The whitepaper explains how the business models of the software vendor differ completely from the business models of his resellers and how this affects the way channel partners must be managed.
The whitepaper address the challenge that 85% of channel partners have no growth potential.
Finally the whitepaper makes specific recommendations for strategy frameworks for supporting channels partners with growth potential.