Strategies for Go-to-Market Partnering Programs and Initiatives
"If you don't know where you're going, how will you know when you get there?"
- Casey Stengel, Hall of Fame baseball player and manager
This post is part of a series to help B2B high technology organizations improve sales and marketing channel partnering. In part one, you’ll get the key issue high-tech companies face when developing their partnering programs.
After witnessing, and, in past years being a party to, poor partnering practices by technology companies, I have developed a mental picture of the approach I would like to hear more often expressed by CEOs or BizDev executives: