Many startup founders are deathly afraid of building their own sales team. They default to channel partnerships to try and get distribution. Sigh.
For those unfamiliar with the term, a channel partnership is when a person or organization sells products on behalf of another company. An example of this is how Duda Mobile uses Webs.com as a channel partner. Customers of Webs.com can mobile optimize their website through a partnership DudaMobile. Webs.com benefits from the partnership by filling out their offering to prospective customers and DudaMobile benefits from the distribution to Webs.com customers.
Partnerships like this can be great for both parties. But they also can also barely move the needle and be extremely time-consuming to develop.
Here are a few things startup …