Some good advice I got: make sure that our partners feel that doing business with our company is predictable for them.

It means

  • They know the way we treat them will remain consistent

  • The supports we give them is there and delivered

  • The quota we give them is not increased without solid reasoning

  • The overall discount we give to the channel is fair (so that everyone can make money and they know it, not just a few big ones)

  • The penalties shall be imposed as well. This is usually the tough thing to actually execute, but worth it.

For me, I extend it to the way I treat my partners. We recently had some discussion with almost no result with some partner, I felt tired but then still managed to walk them out of the building with some smile.

I believe, to show them that we respect them consistently even when they under-perform, also helps : )

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Jamie Larson