Best Practice Report

Winning At Channel Sales By Keeping Score

October 14th, 2019


Joint business planning is extremely effective at driving higher revenue growth and profitability. One of the key mistakes suppliers make when implementing joint business planning is treating it as a one-time annual event instead of an ongoing initiative. The suppliers that derive the greatest return from joint business planning use quarterly business reviews and establish a common performance scorecard to guide discussions and keep the partnership focused on the right results. In this report, we provide a step-by-step process for developing and implementing a partner performance scorecard to monitor joint business plan progress, successes, and opportunities for improvement.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.