When moving into indirect sales, one mistake we see often is trying to recruit partners without a strategy behind their actions. Accepting anyone you make contact with will help an ecosystem grow in the short-term, but in the long-term it’s problematic. Poor partner choices early on can easily cause a vendor to fall into the “sub-optimized” phase of channel development.
A stable ecosystem with predictable growth and good long-term viability is one with a controlled influx of partners, picked strategically so that their strengths, market, and corporate values match those of the vendor. That’s what makes the difference between a true sales partner which provides long-term value, and a mere sales channel.