Trends Report

Realizing Return On Channel Investment

Create A System Of Insight To Unravel Program Dependency Chains

October 29th, 2015
Tim Harmon
With contributors:
Peter O'Neill , Jacob Milender , Peter Harrison


Of all the challenges business-to-business (B2B) marketing professionals face with respect to their channel partners, none is more foundational or more pressing than their inability to determine and articulate their return on channel investment (ROCI). As the spotlight of performance and return-on-investment accountability shifts from internal operations to shine increasingly on the channels function, they will need to become more adept at applying modern system-of-insight fundamentals involving big data, data science, and predictive analytics. This report lays out a methodology for crafting a ROCI determination and communications capability.

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