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1 Year After Your Partner Program Has Launched, Check These Metrics

The combination of these KPIs will tell you the power of a partner, and you can assess their relative strength in a particular geography or vertical

Relayware Partner Relationship Management

1 Year After Your Partner Program Has Launched, Check These Metrics

 

Posted on November 3, 2014 by Bob Mann, Relayware Executive Chairman

When considering your partners’ long-term success, the main indicators that most vendors evaluate is the number of sales each partner brings in. However, for a more wholistic and realistic picture of your partners’ recurrent success you need to know:

  • The number of trained sales professionals at your partner’s organization. Without undertaking sales training, these professionals will not be able to sell your products effectively.
  • The number of certified implementors. It is essential that after your partner has sold your product, that they have the right people in place to implement your product. Knowing how many certified implementors your channel partner works with will give you insight into their commitment to complete and satisfactory product delivery.
  • The number of deals the partner registered. This is an indication of your pipeline and passing the goal line into “deals won” may take time.
  • Bonus – Your partner’s marketing investment: This demonstrates their commitment to getting your product into their communities. Further, without lead generation programs either on their own or jointly with you, then your new sales opportunities will be difficult to find.

The combination of these KPIs will tell you the power of a partner, and you can assess their relative strength in a particular geography or vertical. If you notice they are out of alignment, you can help your partner calibrate their investments. However, if you see that these numbers are low across the board, this is the kind of partner you will need to cease devoting time and resources to and weed out of your partner ecosystem.

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