From a Channel Manager's perspective, partner lead generation can be a frustrating topic. All too often, despite their efforts to create truly useful marketing tools and programs, most partners seem unwilling or unable to successfully use them.
It's a common situation; vendors have marketing content that will help the partners with demand generation. Partners have limited marketing capabilities and are reluctant to share customer lists. When called out on their lack of marketing activity, many partners will point out that they're a lead selling organization with limited marketing resources, they don't have time for missionary work, or they don't feel comfortable sharing their customer lists with the vendor's demand generation programs.
They still want an effective means to generate leads but these means must only require minimum effort on their part.