Many years ago a friend explained the term “Barney Partner.” This is where a sales partner is secured and signed, and a fanfare of PR is used to announce the partnership between the companies, but then the partnership doesn’t produce any customers. It wasn’t intended to be a barney partnership. The agreement and announcement was made with great hope of what might be achieved in the market with the two companies, but “hope” is not a word you should find in ...

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