Drew Liwer

So the best channel partners that you're going to have are the ones that are in the center there of the Vint diagram.

If you only have two of these three, it's not going to work.

It's just not going to work.

We've tried it numerous times.

What do I mean by that?

Audience.

Audience means that they must be selling, your channel partner or potential partner, must be selling to your ICP.

If they're not selling to your ICP, the likelihood that they're going to be successful is zero, not 2%.

There has to be an incentive for them.

And the incentive doesn't necessarily have to be money.

I'll show you something very interesting in the next few slides.

But there has to be a really clear incentive for them to go out and sell your stuff.

And three, there has to be a reason.

And the reason here is actually not theirs or yours.

It's their end customers have to have a reason to buy whatever it is that you're selling through the channel partner.

If all three don't exist, this is going to be what I call a paper partnership, a very nice contract that your legal team is going to file somewhere that's never going to generate revenue.

So I want to give you a quick story.

So the, so yeah, okay, so quick story.

In 2003, the FTC, Federal Trade Commission, established something called the Safeguard Rules.

The Safeguard Rules were rules that defined what is the responsibility of a company from data protection perspective and cybersecurity perspective.