Trends Report

Partner Loyalty Metrics That Matter

Effectively Measure Your Channel Programs

December 5th, 2014
Tim Harmon, null
Tim Harmon
With contributors:
Peter O'Neill , Jacob Milender

Summary

Program performance management is about systematic measurement and relentless adjustment, in this case, of your channel partner loyalty program. The first step for sales enablement professionals in managing program performance is identifying the right metrics and implementing the data capture/measurement systems as key performance indicators (KPIs). Moreover, those metrics must align with your company's channel program, technology management, and cultural attributes. In this brief, we outline the metrics options and their relative strengths, weaknesses, and relevance to channel partner loyalty and loyalty programs. This report was originally published on December 4, 2012; Forrester reviews and updates it periodically for continued relevance and accuracy, and this time found that only minimal changes were needed, and updated it accordingly as of December 2014.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.