Model Overview Report

The Forrester Channel Sales Profitability Model

Jun 11, 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.

Log in to continue reading
Client log in
Welcome back. Log in to your account to continue reading this research.
Become a client
Become a client today for these benefits:
  • Stay ahead of changing market and customer dynamics with the latest insights.
  • Partner with expert analysts to make progress on your top initiatives.
  • Get answers from trusted research using Izola, Forrester's genAI tool.