The Psychology Of The Partner Sales Channel

Technology is one of the fastest growing industries, and the go to market via channel partners including resellers, distributors and the MSP is how Tech Vendors (OEMS’s & Manufacturers) get scale and volume. With all the investment, enablement and support a Channel receives, how is it that the 80/20 rule still exists? Meaning 80% of your channel revenue comes from 20% of your partner base.