Mark Suster
Mark Suster is a General Partner at Upfront Ventures, a Los Angeles venture capital firm he joined in 2007. Before investing, he founded two enterprise software companies. BuildOnline was acquired by SWORD Group, and Koral was acquired by Salesforce.com, where he became Vice President of Products. Earlier, he spent close to ten years at Accenture, working in Europe, Japan, and the United States. He writes about startups, sales, and venture capital on his blog, Both Sides of the Table.
upfront.com/people/mark-suster
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B2B Channel Partner Strategy: Partners Sell What Already Sells
Why a signed partner often produces nothing, and how to set up a channel so it pays off. Sell the product yourself first, keep the partner list short, pay real margin, and name someone to manage the relationship.