25 Reasons to Fire your Channel or Systems Integrator Partner
In some cases you should say “NO” to your customer and not proceed in selling to him. This “NO” is hard to do but it is better in the long run.
Saying “NO” to your channel-partner, system integrator-partner can be appropriate too when they:
1. Impose their requirements on projects for their benefit
2. Increase complexity of projects (like adding on third parties)
3. Change the requirements (rule of the game)
4. Mange you instead of you managing the partner
5. Change due dates (earlier) without having discussed
6. Change your price quotations by increasing the deliverable(s) without notifying previously
7. Call after business for urgent decision hours so you miss feedback of your staff and employees
8. Put you under pressure to decide fast upon new issues as quote needs to be in
9. Complain about everything including your products or competing products
10. Want special discount for each and every prospect
11. Discuss every item on your invoices
12. Pay always overdue
13. Want free inventory
14. Asks commission on top of received discounts
15. Ignore RMA (Return Material Authorization) procedures
16. Refuse to accept and handle faulty goods from customers
17. Call you and several employees about the same issue or problem
18. Use your information to sell the solution of your competitor
19. Pick up leads beyond their geography defined in the Partner Agreement
21. Get drunk at your yearly partner event – never sober
22. Occupy your booth on the trade show without any effort
23. Play games (sound/noise) during conference calls with potential projects
24. Receive MDF (Marketing Develop Fund) or Co-op Marketing but never spend it effectively or wisely
25. Blame you for any kind of mishap in projects
In many of these cases you might be better off without the partner as he creates:
- Overhead
- Not recoverable additional costs
- Confusion amongst your staff and employees and prospects and customers
- Loss of time and efforts
Instead of bringing in money this type of partners will cost you money.
You should evaluate:
- The amount of sales the partner brings
- The amount of additional costs he generates over one year
- How many potential customers he drove away by his actions.
Did you ever said “NO” to your partner ?








































