I simply don’t understand why a business would sign partnership agreements with a new reseller on the understanding that if they deliver nothing you will “tear up the agreement”. What a waste of everybody’s time and effort.
If you don’t think it’s going to work as a partnership then, you’re probably right. Like all relationships a business partnership takes time and effort and commitment from both sides and usually a degree of planning and expectation setting doesn’t go amiss.
A few areas to look at in detail before you even think about signing a partnership.
Suitability of product/solution or offer
Why you’re taking this route
Margin chain – is there enough in the margin pot to feed all tiers?
Your resources to support this activity
Training/knowledge transfer
Sales
Marketing
Support
Operations/logistics
Finance
Affordability and impact on pricing and margins available
Potential for sales conflict with your current operations and sales teams
And most importantly how you will resolve them
Line up for success and remember that less is more. Fewer of the right partners is infinity preferable and scaling can follow
Graham Bunting -The Partner Catalyst 
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