Partners come in all shapes and sizes, and at all points in the supply chain. Sales partners, whether in the traditional distributor-system integrator model or some other, are usually vital routes to market for technology businesses. Supply partners are critical to manufacturers and distributors alike.

The public sector is increasingly involved in stimulating the availability and uptake of ICTs amongst businesses and communities. In this instance, their valued partners are service businesses (banks, IT consultancies), other public sector bodies and local governments, all of whom act as ‘trusted intermediaries’.

Identifying, recruiting, training and motivating partners has become a specialism at Cohesive. As always, objectives-driven plans and programmes are the starting point.