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The best plain English glossary of the nine partner types plus 20 metrics to track, which is exactly what you need when you are new and everyone around you is using acronyms.
Channel Sales: What It Is and How to Create Your Program
From HubSpot Blog by Aja Frost 15 min read
- Cites Firas Raouf's rule of thumb: reach roughly $20 million in revenue before launching a partner sales program.
- One channel manager plus several partners can bring in what five or six direct reps do, at a fraction of the cost.
- Three structures to pick from: sell with the partner, sell through them, or have them sell for you (white label).
- Lists 20 metrics to track, including partner attrition, deal acceptance rate, and partner versus direct CAC.
