When launching new products and services, vendors’ chief objective is time to market. The faster they get a new product in the field, the sooner they start generating revenue and recouping their development investments. Included in this timeto-market equation is getting partners on board and active with the new product.
The adoption of new products by partners isn’t automatic. To get partners on board with a new offering, vendors must educate, train and enable, provide support resources, sell partners on the product’s value proposition, and de-risk the goto-market process.