John Paul Getty said, “I'd rather have 1 percent of the effort of 100 men than 100 percent of my own effort." If a company can benefit from mutual cooperation with others, then why would it not consider working through sales channel partners? The key questions are whether the payoff is sufficient for both your company and the partner and whether mutual cooperation can be achieved. Can a partner bring sufficient benefit and is there enough in the deal to share? Some ...

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