The tech channel is all about relationships. We naturally create connections with people and companies whose interests align with ours. However, we may not realize that these informal relationships could lead to formal go-to-market partnerships that benefit both parties. Leveraging relationships to reach our revenue goals might not be our

Business leaders new to the partner channel are often perplexed when they sign up partners and revenue doesn’t automatically flow. They’re under the mistaken impression that it’s like turning on a spigot. Signing up partners for your channel program is only part of the battle. You’ve