A reseller has signed. How do I make them actually productive?
The short answer
Assume two months of your time before they sell anything, and plan for it from the day the contract is signed. They need exactly what your own reps got: a pitch deck, a demo script they can run without you, pricing they can quote confidently, objection handling, and a named person who answers within hours. Then work a first deal jointly rather than sending them off with a portal login and good wishes. The mistake almost everyone makes is treating the signature as the finish line, when signing is by far the cheapest part of the whole exercise.
Go deeper, your way
4 hand-picked resources, 1 India-specific, 4 link-checked. Pick how you want to dig in.
🎧 Podcast
✓ Link checkedIndiaFreeIntermediate
Why we picked it
The founder of Zomentum, who built a business serving 3,500 plus channel partners, on why partner led acquisition stays under leveraged compared to digital and direct sales in India.
Why we picked it
First hand from the person who ran HubSpot's channel for a decade, with the four maturity stages and the argument that support, not incentives, is where nearly every program dies.
Why we picked it
Makes the point most first timers miss: channel accelerates growth that already exists, it does not create it, and you should budget at least two months of work per partner after signing.
Why we picked it
A small company showing its own numbers: their partner manager took the program from under 4% to 10% of revenue in a year on 20% of his time, which is a realistic target to plan against.
