The kernel of the lesson here is an old one but key: own the customer relationship, at least in the beginning. We wasted a year trusting a huge but disincentiv

The kernel of the lesson here is an old one but key: own the customer relationship, at least in the beginning. We wasted a year trusting a huge but disincentivized distribution channel: huge value for the org, but their salespeople didn't care. It ended up ok because we accelerated learning about the rough problem space, learned to own our accounts, and as we go back, have stronger footing ("oh you are taking over OUR account discussions?", "Here is exactly how to sell..").