Customer and industry base
Review the partner’s customers, projects, sector depth and whether relationships depend on one individual.
Sales and technical capacity
Complex products need coordinated sales, presales, engineering and service—not simply one contact.
Commitment to invest
Dedicated staff, training, joint visits, targets and regular feedback provide stronger evidence than promises.
Validate before broad exclusivity
A target account campaign or specific project is a safer test than granting extensive exclusive rights at the start.