Expanding sales and delivery capability through qualified third parties

By establishing a training partner network, a vendor can control, monitor and expand sales and delivery coverage in a consistent and effective manner without having to commit to large investments in staff and resources.

This chapter looks at the advantages and considerations regarding the establishment of a partner network, including the different partner types such as distributors, resellers and training partners. It also outlines the decisions that have to be made regarding the type of business relationship required, contractual needs, how revenue will be recognised, quality control, territory management and how partners will ...

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