For Vendor Strategy Professionals

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	August 25, 2008 Introducing Forrester's Vendor Partner Program Benchmark Assessment Tool A Tool That Helps Optimize Channel Performance by Michael Speyer with Eric G. Brown, Robert Muhlhausen

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Executive Summary

Market dynamics like cloud-delivered computing services, buyer demand for partners with industry and process specialization, and business decision-makers driving technology decisions are forcing channel execs to revamp their partner programs. To prepare their partners and partner programs for future success, channel execs must first benchmark their partner programs' performance, identify performance gaps, and prioritize areas of investment. We developed a partner program performance benchmark tool and surveyed channel execs from leading technology vendors to develop performance benchmarks focusing on budget allocation, program management, partner performance, and priority of future initiatives. We found that over the next 12 months, forward-looking channel execs will focus on profiling partners to better understand their capabilities, improving partners' business skills, and adapting their programs to cater to partners' changing business models.

TABLE OF CONTENTS

• Industry Dynamics Will Force Channel Execs To Adapt Their Partner Programs
• Partner Programs Have Plenty Of Room For Improvement — Does Yours?

RECOMMENDATIONS

• Use The Benchmarking Tool To Guide Future Partner Program Initiatives
• Supplemental Material
• Related Research Documents

This is an excerpt

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