FOR DECISIONSView all resources →
Start with customer access
A partner should know which customers have a real problem that the product system may address. A long contact list is less valuable than credible access to hotels, facilities, applicators, materials companies or manufacturers with defined needs.
Look for technical discipline
Strong partners ask about substrate, environment, preparation, evidence and limitations. They do not make medical, regulatory or guaranteed-performance claims before the technical basis and local rules are confirmed.
Evaluate field and communication capability
The partner needs a practical route for samples, demonstrations, records, translation and follow-up. When application is involved, training and consistent process matter as much as sales presentation.
Earn deeper territory rights through activity
A responsible path is to begin with identified prospects or a pilot, review the quality of execution and communication, and expand the commercial relationship based on evidence. The Taiwan case shows the value of visible local activation; it should not be treated as a reason to grant exclusivity automatically in every market.
Sources and supporting links
These links are provided so partners and search systems can distinguish verified sources from general explanation.