From Authorized To Engaged... Turning On Your VAR Channel
Source: MarketLink Services
Creating a productive reseller channel requires many steps, but the primary step is the conversion from authorized (signed) to engaged resellers. This is the most important, and most difficult, component to an effective channel campaign. Anyone can get resellers to fill out channel partner applications and agreements. Most resellers do it to ensure they are included in case the opportunity generates bluebirds. Believe it or not, that is the number one reason resellers complete partner agreements - they don't want to miss out on the next great opportunity that would pay the most reward for the least amount of effort.