Regardless of the product or market, the one thing all B2B organizations have in common is the desire to grow. With the high costs of mergers and acquisitions and expanding a direct sales force, many suppliers are putting greater focus on growth through indirect channel partners. Partners can help suppliers open the door to new business opportunities faster, typically at a lower cost, and with lower risk than a merger or an acquisition. In this report, we provide insights on the key decisions suppliers must make when leveraging a referral partner program, in which partners are tasked with uncovering and passing leads to the supplier.