Channel Recruitment: Building a Partner Suspect List

January 1st, 2018

Summary

A productive channel recruitment strategy starts with an effective partner suspect list. Define the attributes of an ideal partner and match these attributes to potential partners to identify suspects to recruit. To ensure a channel program is pursuing the best possible resellers, the supplier should use multiple sources to build its suspect list. In this report, we describe a three-step process for building a rich list of partner suspects, including sources for identifying resellers that match a targeted profile.

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