Most suppliers employ an ad hoc, passive approach to recruiting new channel partners, trying to arrange chance meetings at trade shows or waiting for applications to roll into their Web site
Suppliers that are successively overcoming the standard recruitment pitfalls are far more likely than their peers to employ a standardized, well-communicated and broadly adopted cross-functional recruitment process
To help organizations build their own recruitment process, SiriusDecisions has designed the Channel Recruitment Waterfall
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