When it comes to selecting a solution sales partner, pick one that has a deep understanding of how the solution actually works. If all of your discovery meetings require the presence of the manufacturer, and the reseller sales team sits in silence as the vendor outlines how the solution actually works, it could be a sign that your sales partner has a suboptimal understanding of the solution. You need your sales partner to be the local subject matter expert and to keep you informed about new developments in technology. G2 employs certified experts in all the solution that they sell.