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And yes, it’s okay to rethink the investment in the partner after the contract signature it’s always better to stop a loss leader than plow ahead, hoping the partnership results in revenue that all signs show won’t appear. Deal Win Rates Does your partner frequently win deals that involve your solution?
This is an essential input into your partner planning process. Modeling different growth scenarios is one of the most under-utilized elements of a partner capacity plan. Capability is a combination of the partner’s knowledge and effectiveness at bringing it to bear with targeted customers.
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