You know what's more frustrating than not having enough channel partners for your government sales efforts? Having partners that aren't helping you generate government sales revenue.
In the Getting the Best Out of Your Government Sales Channel Partners episode of Myths of Selling to Government, host Rick Wimberly of Government Selling Solutions tells a story of how a company won partnerships with much, much larger government vendors. Then, the smaller company convinced the much larger companies to become aggressive in producing government sales revenue for the smaller company.
In this true story, Rick was skeptical that the new larger partners would really give the smaller company a seat at the grown-up table until he saw it really work. What motivated these big companies? The question is answered in this episode of Myths of Selling to Government.