Integrating or embedding one software product into another (or connecting two solutions via APIs) is a pillar to ensure growth for both the ISV and the OEM provider. These ISV-to-ISV relationships or ISV-OEM partnerships are, now more than ever, in great demand.
To get the right partners, you need to have the right approach. Keep these important points in mind as you plan your partner recruitment efforts.
Have you ever tried calling a decision-maker only to get blocked by a Gatekeeper? Well, you are not alone. Many people who try B2B cold calling get stuck because they don’t know how to get past Gatekeepers, the first people who pick up the phone and whose job it is to filter important calls from the unimportant ones. There is a plethora of reasons why callers get stuck at this stage including:
The feeling of being unproductive and running out of ideas happens to the best of us. Try these tips and you might just be surprised with the results.
Always start by truly understanding your desired reseller profiles and highlighting the value propositions that are important to them.
