Growth Through Partners: Best Practices for Independent Software Vendors
Independent Software Vendors (ISVs) invest heavily to develop applications that address business challenges with a pool of highly skilled technical developers. Expanding market coverage nationally and internationally presents the opportunity to scale out and get a higher return on that investment with sales to more clients in new markets. While there are several ways to expand market reach, including through distributors, OEMs and online, for ISVs with software requiring value added services the two most accepted are either by increasing direct sales capacity or through certified partners. This white paper addresses the two scenarios and provides best practices based guidance on how to effectively build and manage a partner channel.