At Omnicell, the first thing I did with each distributor partner was sit down for a proper quarterly review

At Omnicell, the first thing I did with each distributor partner was sit down for a proper quarterly review.

Not a catch-up. A review. Pipeline by account, deals at risk, what support they needed, what they'd stop doing.

One partner told me in the first session that three accounts were going cold because nobody had followed up after the demo. Three accounts. Six weeks. Nobody noticed.

The quarterly cadence doesn't just move deals. It surfaces the things people are too polite to flag over email.

The meeting you skip is always the one that cost you.