Managing and Measuring Partner Engagement

Suppliers that don’t continually engage with their partners are likely to see a deterioration in key relationships over time. Engagement must be managed and measured in different ways as the supplier/partner relationship matures. Focus on three key areas that when combined best indicate partner engagement: Training, demand creation and productivity. The question is, how should a supplier judge — and quantify — relationship progression? In this report, we introduce a framework for tracking indicators of engagement that aligns with the phases of a developing channel partnership.