Identifying prospective partners

Identifying prospective partners is a matter of triangulation.  Here are some ways to chart your course:

  • Identify your buyer and who is selling to that buyer
  • Call customers and prospects and find out who they recommend as partners
  • Create a list of your competitors’ partners to identify players and most popular players
  • Ask sales, management, existing partners, industry/financial analysts
  • Identify partners based on product gaps you want to fill.

These are fairly self-explanatory.  Using a combination of them should produce a comprehensive list to target.  

Next: Criteria to Select Partners.

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