The 'EPIC' Methodology

What is your channel sales target? How many Deal Registrations do you need to hit that target? Do you have the right partners, are the partners E-P-I-C ?

E - Do you have an Executive Sponsor within the partner? Do you have someone who can make things happen for you? Someone who can nominate a Champion? 

P - Are you creating a solid Propensity to Buy within the partner? Always be educating! Enable a simple sales and tech training schedule. Create knowledge and mindshare.

I - Are you Interlocking sales teams? Interlock the partner sales teams with your sales teams? Create deal registration opportunities. Fill the sales pipeline with partner deals.  

C - Regular Cadence, do you have a plan with the partner? A plan that holds both parties accountable and results aligned. Activate: a written plan, online comms tools, F2F meetings.