Magazine Article | February 1, 2018

5 Questions Every Software Business Should Ask Prospective Partners

Source: Software Executive magazine

By Wayne Monk, SVP of Global Alliances & Channel Sales, ASG Technologies

Before selecting channel partners, make sure you ask the right questions about a prospect’s sales capacity, customer reach, marketing resources, and market segment.

When it comes to selecting channel partners who will extend your reach, drive sales, and accelerate revenue, it’s critical for companies to consider the “Four C’s” — commitment, competence, coverage, and capital. While these four criteria are essential to identifying the most productive partners for a business, the one that typically warrants the most questions is “coverage.”