A collective term for underperforming partners that account for 80 to 90 percent of a given vendor’s channel base; in the aggregate, the long tail generates substantial revenue for vendors.
- 2112 Research: Vendors Want More Partners, Dead Weight
- Stop Bragging About How Many Partners You Have
- Vendors Shouldn’t Gloss Over Partners’ Relative Value
- ‘Just One More’ Isn’t a Long-Tail Strategy