The first 45 KPIs or indicators of a good Channel Partner according to… YOU.

Last week I asked you to list your Top 3 Channel KPIs (Key Performance Indicators) “here”.  I asked this question throughout the various LinkedIn groups and our very own Move the Channel Community.   And YOU delivered, with countless KPIs ideas.  Here are the first 45.

These are only first 45.  It’s interesting to pick out the unique KPIs like “employee turnover”.  And to point out the most popular KPI, “training/enablement investment”.  Training and Enablement is the clear winner with 17% of the first 45 KPIs mentioned.

I will be providing commentary and analysis on these submissions, but wanted to provide the initial feedback ASAP.

Click here to participate in the discussion.    HERE


Move the Channel,

Here are the first 45 in YOUR own words.

  1. Money they spent (out of their own pocket) in promoting my portfolio to their customers
  2. Deal registrations and corresponding conversion rate
  3. Enablement investments (time, money) for their sales and sales engineering teams.
  4. Pipeline growth and velocity
  5. Strategic opportunities. For instance, I may have a partner with a small volume of opportunities, yet they are all sourced from a key vertical or market segment we are trying to penetrate.
  6. Unique IP jointly developed by our respective organizations
  7. Certifications in product or technical support
  8. Customer complaints or redos (how often do they get it right the first time)
  9. Employee turnover
  10. Share of wallet
  11. Certification investment
  12. Portfolio breadth
  13. Tenure
  14. Transaction frequency
  15. Sales skills,
  16. Market knowledge,
  17. Loyalty
  18. Number of dedicated Head counts.
  19. A clear business plan
  20. Integration with its other line of business
  21. Marketing Know-how – simple branding, or social media or in-person events.
  22. Take interest in talking 1X p/month about the business, their needs and future direction
  23. Proactively prepare for all discussions and include the right members of their team
  24. Solicit vendor input on their business ideas, offerings and go to market strategies
  25. Accept constructive feedback and feel empowered to deliver it
  26. Utilize the training, marketing and sales tools we’re providing
  27. Number of specialists / engineers that have been “trained”
  28. QoQ or YoY pipeline growth from those people
  29. Number of new sales appointments set (IMPORTANT)
  30. Learning investment with our products / solutions.
  31. Exclusivity (Are we their sole product for the application?)
  32. Partners who willingly participate in quarterly business planning sessions with the Vendor and jointly establish measurable goals and activities to achieve same
  33. Partners that are committed to real growth as opposed to just maintaining their current profit levels, pre-retirement
  34. Partners that view hardware and technology as enablement platforms for longer-term, solutions-based selling, rather than a sales goal in and of itself
  35. Have the ability to market/attract new customers
  36. Have knowledge of your product and where it’s a fit
  37. Have knowledge of the industry
  38. The reps get “enough” (simpler than alternatives, more margin, etc.) benefit from selling your product
  39. Present our products FIRST on their line card
  40. Engage us in training, strategy and ramping to market
  41. Stay engaged in active prospecting and business planning.
  42. Which partners are actively executing programs?
  43. What topics are driving customer interest?
  44. Which partners are leading customer engagement?
  45. Which media channels are delivering results?
  46. competitive affinity (how closely is the partner aligned to my competitors)
  47. social/external behavior in response to a specific program
  48. Quarterly Growth (People/Revenue) of the partner



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