The Forrester Channel Sales Profitability Model

June 11th, 2018

Summary

The performance of the channel sales organization is typically measured in the same way as the performance of the supplier’s direct sales organization. As a result, channel financial performance measurements misrepresent true expense and are inadequate on their own as inputs for corporate decision-making. In this report, we introduce the Forrester Channel Sales Profitability Model, a diagnostic tool that measures a supplier’s ability to yield financial gain through partnering.

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