Vision Report

Unlocking The Power Of Partner Ecosystems Demands Powerful Measurement

Build A Holistic Set Of Metrics And KPIs That Accurately Reflect Channel Effectiveness

March 17th, 2020
With contributors:
Caroline Robertson , Miriam ElKorchi , Jennifer Zhang , Shayna Neuburg

Summary

Today's increasingly complex channel environment means once-reliable partner performance measurements such as revenue tiers, profit contribution, certifications, and customer satisfaction surveys fail to properly predict overall channel performance. To succeed, B2B marketers and channel leaders must embrace techniques that measure the expanding ecosystems’ influence on the entire buyer’s journey and not just the transaction. This report identifies the right skills, processes, tools, and cultural commitment to become an insights-driven channel organization, allowing you to create an effective measurement system to optimize your entire partner channel.

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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.

With
Caroline Robertson
Miriam ElKorchi
Jennifer Zhang
and Shayna Neuburg