At Omnicell, one of our distributor partners told me in their first QBR that three warm accounts had been going cold for six weeks because nobody had followed up after the demo

At Omnicell, one of our distributor partners told me in their first QBR that three warm accounts had been going cold for six weeks because nobody had followed up after the demo.

Six weeks. Three accounts. Nobody noticed.

That kind of thing surfaces in a quarterly business review.

It doesn't surface in a commission check.

Most companies celebrate the contract signing and then leave partners alone to figure it out.

The first 90 days after signing a partner are the most important in any channel relationship.

Partners don't renew agreements. They renew relationships.