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For B2B Marketing Professionals

Brief: Boosting Channel Partner Engagement

Partner Engagement Begets Partner Experience, Which Begets Partner Productivity

January 5, 2015

Primary author headshot


  • By Tim Harmon
  • with Peter O'Neill,
  • Jacob Milender

Why Read This Brief

Channel partner engagement — how and how often partners interact with business-to-business (B2B)/tech vendors — is critical, as engagement is a key indicator of partner loyalty and productivity. Yet channel partner engagement is flagging. For example, partner portal utilization in the tech industry hovers abysmally in the low teens. This report for eBusiness & channel strategy professionals identifies inhibitors to partners' use of partner portals and key actions to boost partner engagement.

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Table of Contents

  • Channel Partner Engagement Correlates To Loyalty And Productivity
  • Partner Portal Utilization Is The KPI Of Partner Engagement
  • Other Signs Of Partner Engagement Are Also Telling
  • Engaged Partners Are More Productive

  • Apply Partner Experience Thinking To Your Partner Portal And Beyond
  • Supplemental Material
  • Related Research Documents