Locating channel partners FAQ
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This is a complex question, which should have been addressed in your marketing strategy and plan.
There is an advantage in the initial stages of breaking into new markets of working directly and getting direct feedback from end customers and sharpening your sales skills, however the help of a local partner, with a local office and contacts, to an unknown foreign company, is sometimes inevitable.
As long as it depends on you, the answer should be negative, unless you have no other choice and the partner has provided a plan, detailing how is he going to cover the entire market and is willing to commit and pay in advance for a minimum sales quota.
By default, you’d rather have a local partner for each target market, unless it’s a global partner or one that has already proved to be successful selling your products in his own market.
In the B2B software arena, licenses commission could vary anywhere between 20%-50%, depending on the level of responsibility and roles that the partners is willing to undertake with your products. There are no set rules though and final commission depends on various parameters, one of which being the strength of your Unique Selling Proposition.
