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.