Sell through other people

Channel, resellers and marketplaces

Resellers, system integrators, distributors, cloud marketplaces like AWS and Azure, app stores and app directories.

Level All Breaking into GTM Doing the work Leading a GTM team How the best do it
Market All India Global
Who's asking Everyone Founder doing GTM Founding AE Growth and demand gen Product marketer RevOps Sales leader Agency or consultant

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How do I choose between a distributor, a VAR and going direct in a new country? Go direct when the market is big enough to justify a local hire and your buyer expects to talk to you. Use VARs when the sale needs local language,... Leading a GTM team 5 resources → What margin should we give partners, and how do we stop channel conflict? Publish one margin table and one deal registration policy, then hold the line. Sensible bands are 10 to 15% for referral, 20 to 30% for partners ca... Leading a GTM team 5 resources → What operations do I need behind channel: deal registration, PRM, attribution? Start with a shared sheet and a defined lifecycle, and buy software only when the sheet visibly breaks. Three things must exist from day one: deal ... Leading a GTM team 4 resources → Marketplace revenue is growing but finance hates the platform fee. How do I make the case? Do not argue about the fee, argue about the alternative. Compare the fully loaded cost of deals won through the marketplace with your normal CAC, t... Leading a GTM team 4 resources →
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