Drive Your Channel Productivity Globally

Most organizations who sell through the channel have both productive and unproductive partners. One of the easiest ways to grow revenue is to figure out how to transform some of the partners from unproductive into productive. Partner profiling is an excellent way to unlock this potential. If you have a channel that has hundreds or even thousands of partners, it is reasonable to assume that majority of your sales come from a small, core group of partners. While there are exceptions to this rule in some specialty cases (like niche vertical solutions resellers or those working with early stage companies), the majority of the time a significant portion of the partner base only sells once or twice a year, rather than regularly or even every day, as the most productive partners do. Over the years we have performed many channel partner profiling studies and the results show that there are three primary reasons why a partner is not productive: Lack of engagement - Vendors don’t have the resources to engage with a