Partner Loyalty Metrics That Matter

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.