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Relayware Partner Relationship Management

Two-Thirds of Channel Managers Struggle to Maximize Channel Partner Revenue

Survey Finds Channel Managers Need Stronger Resources to Boost their Channel Partner Networks, as Less Than a Third are Completely Satisfied with Existing Resources

Jersey City, New Jersey and OXFORD, England - March 14, 2017. Relayware, the leading Partner Relationship Management (PRM) software provider, sponsored a third-party survey of 319 channel managers designed by March Insight and facilitated by Precision Sample, LLC. Relayware today released the results in a research report, “The Data-Driven Channel.” The survey of channel managers at vendor companies revealed frustration in the channel among managers who say they do not have the tools and measurement systems needed to grow partner revenue.

The channel is an important revenue driver for companies, because it empowers them to sell far beyond their direct sales force. However, the research revealed that channel managers are generally unsatisfied with their current resources to manage partner relationships, which weakens the potential impact of channel programs. For example, despite the fact that measuring channel partner engagement and productivity is the most commonly shared activity among channel managers, only one in four is very satisfied with the resources provided to facilitate it.

Measurement itself is a major blind spot. Channel managers say they’re not sure which partner metrics and engagement activities should be tracked as success indicators. The survey found that 33 percent of channel managers don’t track partner revenue, making it impossible to learn which activities deliver the best results and hindering their success.

“Selling through the channel has long been a powerful go-to-market strategy for businesses that want to multiply their selling power,” said Gordon Rapkin, CEO, Relayware. “Channel managers are on the front lines, but they’re telling us that they don’t have the tools to drive top-line growth. Every improvement to channel processes and systems can make a difference, and a better set of tools and resources can give channel managers the insight to assess what’s working and the flexibility to replicate the strategies of their most successful partners across their whole portfolio.”

The research suggested that PRM systems play an important role, as channel managers who use a PRM are nearly 10 times more likely to be satisfied with the resources to maintain and grow partner relationships than those who don’t. In fact, of the channel managers surveyed who don’t use a PRM, none are very satisfied with their resources to conduct training. Additionally, channel managers who use PRM systems are over four times more likely to be very satisfied with their resources to measure channel partner engagement, productivity, revenue and more.

Yet, many organizations aren’t maximizing the value of PRM systems. Although channel managers use PRM systems to measure and set objectives, one in three channel managers doesn’t use their PRM system to collaborate with channel partners, and fewer than half use them to conduct periodic trainings. This indicates most organizations have room to grow in measuring how channel-supporting activities, such as onboarding, training and engagement, impact revenue and profitability.

Other key findings from the survey include:

  • 69 percent of channel managers don’t track both revenue and partner activities, meaning that less than one-third track all of the activities that lead to increased revenue.
  • Only 25 percent of channel managers track both portfolio depth and the number of leads brought in by partners.
  • Nearly half of respondents believe they spend a lot of time on tasks that may not make their channel partner(s) more productive.
  • It takes most channel managers at least 20 minutes to calculate the revenue of just their largest partner from the past six months – assuming they can determine it at all.


The full “Data-Driven Channel” report, which was designed by March Insight and facilitated by Precision Sample, LLC, is available for download here.

About Relayware

Relayware is the leading global provider of Partner Relationship Management (PRM) software and services that produce valuable insights and bring organizations closer to their channel partners, providing visibility into partner effectiveness, improving training and empowering partners to reach their potential. Its software distills years of channel expertise into an automated system that gives partners everything they need to succeed, with sales, marketing and training packs and partner portals that streamline revenue-generating processes and boost the productivity of indirect channels.

For more information, visit www.Relayware.com or connect with it on its blog, Twitter and LinkedIn.

Media Contact: Allison Watters; Allison.Watters@Relayware.com; 201-433-2534