Scaling up through the channel: Where to invest for channel success

As Blue Prism began to successfully transition to a partner sales route to market, they demonstrated a detailed and strategic approach to the development of its Channel partner programme, ultimately powering impressive growth.

Channel partners can open doors for tech firms, helping them sell to new clients, new industries and fresh markets. But that doesn’t mean entrepreneurs can soft pedal once they’ve partnered up. These relationships need care.

One big difference between technology businesses that scale up their sales and those that don’t is TLC – tender loving Channel. Companies grow faster when they care about their partners.