Partner-to-Partner (P2P) success, Part 2: The York Group on revenue objectives, identifying Dynamics partners and selection criteria

Views (233)

David Gumpert

1,290

Like(0)

Report

In Part 1 of this series, The York Group President Harald Horgen described the risks of ISV-channel partner relationships, on both sides.

The rewards are there for strategic partners - but, they must do the math. Horgen suggests that the technology-oriented ISVs must put themselves in the partner's place and ask, "How does this technology, however magnificent it is, make business sense?"

In turn, channel partners are tasked with filtering ISVs with selection criteria that lead to meaningful business conversations.

MSDynamicsWorld: You advise channel partners ...

read more

This was originally posted here.