Best Practice Report

Segmenting And Engaging Current Partners

January 1st, 2018
Maria Chien, VP, Research Director
Maria Chien VP, Research Director

Summary

Measuring a partner’s level of participation as well as its performance allows suppliers to engage their best and highest-potential partners in a long-term channel growth strategy. Best practice suppliers apply quantitative factoring to analyze partner participation as a leading indicator of performance and identify where to apply channel sales and marketing resources and programs. In this report, we share elements of partner commitment that can be assessed and then enhanced over time to drive partners toward increased production levels.

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