The Spotlight on Return on Channel Investment Has Never Been Brighter

Channel managers: if you’re feeling like the spotlight to perform is on you like it never has been before – it’s not just your imagination. Over the past two decades, the focus has shifted from operations and the advent of ERP systems, to sales and CRM systems, to marketing and marketing automation systems. Those solutions have helped those roles provide the type of performance and investment transparency companies and boards have been looking for…and the next black box is the channel and Return on Channel Investment (ROCI).

Without question, the spotlight is an important one, given that nearly 80 percent of companies generate part or all of their revenue through the channel. Unfortunately ROCI, has been a black box that today’s technology has been able unable to penetrate.

The good news, is that the data is out there – but until now, it’s been locked up in your partner portal. Fortunately, Impartner is tapping that gold mine of information with the launch of Impartner Intelligence. This turnkey solution:

  • Makes portals “bidirectional,” so they not only serve partners, they also provide unprecedented insights into individual and overall partner performance-allowing vendors to optimize channel performance – and allow you to optimize channel performance with the same methodology and persistence as your own sales team.
  • Provides you and your management team with lead conversion and assignment rates, past quota attainment, pipeline health, predicted sales success of individual channel partners and business planning tools. The process of holding quarterly business reviews becomes much more of a science and less of an art, and gives you the transparency you’ve been looking for into your partner’s performance to ensure predictable, repeatable results.

For more information on the market’s watchful eye on channel performance and what to do about it, watch Impartner’s new Webinar featuring Forrester Principal Analyst Tim Harmon and Impartner CMO Dave R Taylor, “Cracking Open the Black Box on Partner Performance.”

If you’re already feeling the heat, learn more about Imparner Intelligence,and transform your visibility into your ROCI.

Impartner delivers the industry's most advanced SaaS-based Partner Relationship Management solution, helping companies worldwide manage their partner relationships and accelerate revenue and profitability through indirect sales channels. Impartner PRM is the industry's only turnkey solution that can deploy a world-class Partner Portal in as few as 30 days, using the company's highly engineered, three-step Velocity™ onboarding process. Watch Impartner's interactive demo here.

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