One of the common issues that clouds partnerships is the cost of training.  Surely if this is a partnership the training should be free? I would agree sales training should be included as a free of charge element in the partnership but technical training is another issue.

Quite often technical training leads to a certification of some description, even if it is just a certificate that says you have attended. Now picture this, you have built a pipeline, have some great opportunities then your competitor, not known for their thought leadership or investment in the market thinks “we will have that pipeline”.  The only thing they can do to beat you is undercut your prices in a race to the bottom. They approach your vendor and discover their is a cost associated with becoming a partner, suddenly there is a barrier to entry for your competitors who are not willing to invest.