The World Trade Organization cites that 75% of goods globally get distributed through indirect channels, resulting in theneed and desire to get partners to sell more (and faster) is on the minds of most businesses who are looking to achieve scalable growth.
But with so many companies reliant on their partners to get their products and services to market, we have yet to come across a company that isn’t disappointed by the output they yield from their partner ecosystem. The problem is that while they are dissatisfied by the performance, they have no idea what the systemic challenges are, let alone what to do to overcome them.
That lack of visibility into channel analytics has most companies simply maintaining their status quo, and as a result, opportunities for improvements are invisible to both organizations. Gaining a clear line of sight into your partner sales and marketing activities is your first step in understanding:
If visibility into channel analytics is one problem, measurability is another. Understanding what the data is telling you, and what you should do with it is even more important. Once you find the means to gain visibility into your channel partner sales you can use it to:
If you collect your channel data and master your channel analytics, increased partner sales performance will surely follow. Seeing current performance will help you influence positive results in a way that is in plain view of both you and your partners.