
Best Practice Report
Channel Sales: Five Data Pillars
January 1st, 2018

Stephanie Sissler
VP, Principal Analyst
Summary
Channel sales leaders must have visibility into five types of information to measure internal and external channel sales performance. Actionable data is necessary for suppliers’ annual planning cadence and strategic decisions concerning the channel management process. Channel sales leaders must work with channel operations to prioritize data needs and complete the analysis necessary to manage the business and participate in corporate planning cycles.