Sales partners are a great way to immediately create an indirect sales channel but they require an investment and a commitment. You should carefully consider both what the partner can reasonably be expected to provide for you and what you, in turn, need to provide to your partner to ensure success. Never compete internally with your indirect sales force and be sure to share leads and encourage bidirectionality of resources and information.

1. Best Practices
for Building and Growing an
Indirect Sales Channel
Jerry Jalaba
Vice President, Alliance Channels
Intacct Corporation
April 29th 2008

2. Start with the 3 KEY Questions
What can the partner offer your company (and is it
worth the cost to you)?
What can you offer the partner (and is it worth the cost
to them)?
Does 1 + 1 = 3 ???

3. Partners are an Investment and an Asset
Technical/Sales Comprehensive sales and product
Training education/certification
Sales training, collateral, marketing
Sales
materials, lead generation, tools and
Investment product positioning
Marketing Develop initial marketing/sales
plan. Opportunity development
Commitment activities.