06 March 2006

Learning from our mistakes ...

Phil and I have been meeting potential UK partners for a client with some genuinely sophisticated middleware which has a good market share in the Netherlands and Germany. We have made pitches to potential partners by phone and also in person, but it hasn't changed the outcome. While we now have contacts with a group of companies who would be interested to work as value added resellers if we took a live contract to them, none of them is willing to sign up to promote the product actively at this stage.

It is different from the situation I described in the last post - the proposition fits with their business model but they want to make sure that they minimise their risk in signing on. Taking them live business helps to reassure them that they have made a sensible decision and they will commit resources as soon as it is clear that they can make money from the relationship.

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