Both Sides of the Table
Mark Suster's long-running blog on startups, sales, and venture capital, written from his experience as a two-time software founder and then as an investor at Upfront Ventures. It is published on Medium.
medium.com/both-sides-of-the-table
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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.