Why Channels Don't Work: A Self-Assessment

It is not uncommon to see ISVs with business solutions (ERP, CRM, SCM, ECM) to be disappointed with their reseller partner channel's performance. The issues they highlight with their partners commonly relate to some or all of the following:

1. It's too hard to get Partners' mindshare
2. Partner are not pro-active in finding new clients
3. Partners are not self-sufficient in winning sales
4. Partners do not want to train their staff on the ISV solution
5. Partners do not want to allocate sales and technical resources or set goals

I could go on but this should be a good representation.  The trouble with blaming the Partner is that the ISV fails to put themselves into the Partner's shoes and ask a few...

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