Best Practice Report

Managing Partner Discounts And Margins: Performance Indicators

January 1st, 2018

Summary

To effectively manage channel profitability, channel sales leaders must fully understand many variables and how they relate to one another. While there is no lack of data available, understanding how it can be used to increase visibility is often challenging. In this report, we discuss two performance categories that provide key indicators for managing partner discounts and margins: channel sales and partner and program performance.

Want to read the full report?

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.