Tip #1: Have a well-defined channel strategy  

Tip #2: Define the ideal partner profile  

• Can partners be too small or too big?  

Tip #3: Keep a scorecard for channel partners    

• Evolving your channel strategy as you grow    

Have the resources and mindset to support large channel partners    

Don’t rush into new partnerships    

Is the partner a cultural fit for your organization?    

Have a term sheet for channel partners    

• Underperforming channel partners    

Understanding and researching partner companies before recruiting    

Pitfalls of companies building a channel    

Knowing your ROI and your channel partner’s ROI    

Partner program fees    

Conclusion