Channel Partner recruitment is fairly simple if your goal is to sign up as many random Partners as you can in hopes a portion of them sell your solutions. Sure, you give them onboarding support, assign a Partner-facing team member, provide assets and probably a portal, but are those enough to move the needle on the 80/20 conversation?
Based on challenges we hear from Vendors, it’s not. Depending upon your list size, let’s say recruitment endeavors net 2000 new Partners but only 10% (200) actually do something the first year but wait – it gets worse. Two years later only 20 of those 200 are still actively selling.