Context
A distributor representing a South Korean database vendor needed reseller and systems-integrator coverage. The distributor is unnamed.
Objective
Recruit partners and establish a signed network through which the database offering could reach customers.
My responsibility
I owned partner recruitment and negotiations with resellers and systems integrators.
Decisions & actions
- Recruited resellers and systems integrators for the database offering.
- Discussed the partner proposition and negotiated participation.
- Brought the recruitment process through to signed partner agreements.
Outcome
Signed 16 partners in two months. This measures signed agreements; it does not imply that all partners were activated or generating revenue.
Where this experience applies
Focused channel development, partner recruitment and direct ownership of the commercial work needed to establish market coverage.