The Cloud Channel-Partnership Checklist: 7 Key Elements For Successful Partnering

By Mike Coffield, VP of WW Channel Operations at Vormetric

Do you need to build a successful cloud channel partnership? Do you need to sell to mid- to large-size enterprise customers? Worry not — there are a few strategies that can help growing organizations succeed while building a successful channel partner program in the process. Implemented correctly, channel partnerships can offer a vertical focus, local contacts, and ultimately the business know-how that can take vendors years to acquire. Done right, a vendor can bring maximum return for both sales and financial success to the organization.

Given the inherent value-add of channel relationships, here are seven key elements needed not just to enable but to make a channel partnerships work and benefit both parties.

1. Training

Training must be provided by the vendor for the partner to succeed in properly identifying customers and closing deals. This includes both the technical and business aspect of the solution. Training should be ongoing so that partners are up to date on the latest technical requirements.

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