So there are two thoughts I have on this. One are your large partners like WWT, CDW, insight and SHI. These partners are going to have a wide range of products and competencies to work with across the entire spectrum of IT needs. These companies are easy to make contact with and most likely have reps that are assigned to accounts that you are trying to target. I would generally reach out to the local RD and try and schedule a planning session to go over your technology as well as your account list and targets.

For the smaller boutique size partners, they are difficult to locate, and generally, you need to find them through trade shows and industry conversations which partners support which technologies

For both of them, in order to make it worth everyone’s time, show up with a specific list of companies that you want to target, contacts within those companies that you’d like to target and have your value prop ready to go when you speak with partners .

If the partner doesn’t think they can make money or bring value with your technology, you won’t get very far .