Stay On-Course With A North Star Metric

Posted by Kellie Auman on Nov 28, 2017 10:00:00 AM

We love to keep an eye on blogs from the industry, and particularly those coming out of our partner companies. (It’s a great way to get new ideas!) We were super-excited when we saw this post from Sisense about North Star metrics. We love the concept and, if implemented well, could make it easier than ever to help keep both yourself and your partners on a track to success.

The problem with KPIs, of course, is that they can be difficult to communicate – particularly across a large ecosystem. A North Star metric could potentially get around this problem, if you can properly isolate it.

Topics: Partner Collaboration, kpi, Measuring what matters

Channel Training and Development:  The Four Cornerstones Of A Successful Framework

Posted by Kellie Auman on Nov 7, 2017 10:05:00 AM

Deploying training to your distribution channel is complicated. As explained before, it requires rigid processes, proven methodologies, and company-wide support. Not to mention a lot of hard work!

Topics: Channel Partner Training, Channel Partner Certification, Measuring what matters

Five Critical Factors To Consider When Choosing KPIs

Posted by Kellie Auman on Sep 26, 2017 9:45:00 AM

Channel managers often have questions about setting Key Performance Indicators (KPIs) for their sales channel ecosystem.  It's clear that an indirect-sales ecosystem requires different KPIs than a single-channel direct-sales organization and quite often many KPIs will remain the same.  For example, sales targets are still sales targets.  However, channel sales KPIs should also relate to the ecosystem itself, and be more future-focused as well.  Your KPIs should provide an overview of how your overall partner ecosystem is doing and also provide a sort of road map towards future channel growth. Here, we discuss five critical factors to think about when choosing KPIs.

Topics: Build Your Channel, Increase Channel Sales, kpi, Measuring what matters

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