Who are your competitors and what are your unique selling propositions?

What is your channel strategy (number/type of partners, number of tiers, etc)?

What is the profile of your ideal vendor?

How do we fit into your strategy (how do I leverage my existing assets)?

What is the profit model (margin, value-added services, add on products, etc)?

How will you help us sell the product/service ( leads, programs, deal registration)?

What are the costs associated with selling your products/services ( training, certification, etc)

What administrative process do I need to put in place to sell your products/services?

What resources are you going to provide to reduce my risk exposure?

What support do you provide? For us? For the customer?

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