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Partner Program - what’s important?

Newer sales manager here. My CEO has tasked me with the management and oversight of our partner program, which has been more or less unsuccessful in the past. What’s a common denominator of successful partner programs? Maybe some time sucking tasks to avoid also?

We offer B2B cybersecurity consulting services.

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ThePOHasLanded
Good Citizen
Commercial Territory Manager
Incentives and education. Our org is channel driven, and my partners are coin operated. Whatever is going to put the most money in their pocket is what they are going to push most of the time. They will push an inferior product if they can make more money on it, for the less strategic partners. 

Also, the more you can stay in front of them and preach the message of why your services/solutions are better is key to staying top of mind. Much like prospect, partners are getting pulled in every direction to consider various solutions. 
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