As vendors question the merit of the channel and focus more energy on direct-sales teams, today’s channel chiefs feel intense pressure to prove partners’ economic value to the vendor community. To do that, channel execs can’t rely on anecdotes or vague statistics. They need to measure, record, and report key performance indicators, or KPIs.
In this guide, “Strategic KPIs for Channel Chief Success,” The 2112 Group asserts that vendors need to look beyond revenue generation for partner value. Channel chiefs should work proactively to establish KPIs and get buy-in from executive leadership on what’s to be measured and how. A partner’s value is measured not just by costs and revenue but also by attached sales, initiative, resource utilization, sales conversions, and more.