For many channel account managers, channel partner scorecard is a relatively ambiguous concept. It is hard to know exactly what you should be evaluating, and for that, things often get overlooked.
This lack of concrete direction regarding which channel partner scorecard and metrics to consider affect your ability to gauge profitability and forecast growth potential.
How to Improve Channel Partner Scorecard Process?
Most of the time—and to save time—vendors tend to focus on three main criteria when creating channel partner scorecard:
- Sales (ex. <$8M)
- Size (ex. <150 accounts)
- Partner type (ex. VAR, ISV, OEM)
Although this is a great place to start, it does not tell the whole story. In fact, in terms of prioritizing your investment in a given partner, it tells you very little.
It’s a superficial perspective we give partners due to timing constraints, insufficient resources, competition, lack of screening direction, etc.
The inability to capture meaningful, constructive data about partners and program behavior is a major problem; vendors simply don’t blame inadequate partner scorecards enough on the lack of revenue via the channel.
In this eBook, you will learn exactly what it takes to construe actionable insight from your channel partner scorecard without sacrificing your CAM’s productivity.
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