Video #4: Common Landmines – Note to the CEO

1. Direct Sales vs Indirect (partnering) Sales functions
2. The 5 Critical Factors for Indirect Sales Partnership Success

Questions to Consider:

1. What was your greatest takeaway from this topical video?
2. Which of the 5 “Critical Factors for Indirect Sales Partnership Success” serves as the greatest challenge for your organization/leadership team and why?
3. Which executives do you feel are critical in supporting your organization’s partnership plan? Why?
4. Who owns (or will own) the partnership function in your organization?
5. What challenges or opportunities do you have or foresee with how the partnership function is organized?
6. If your organization has a direct sales team, how do they and the partner team work together? Is it a healthy relationship?

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