Channel leaders are under increasing pressure to demonstrate the value of their programs, but determining what to measure and how to report it remains a major challenge. That was the focus of the July 2025 Channelnomics Community Call, which introduced a new, practical framework for evaluating partner performance and aligning reporting to business priorities.
The session unpacked why common approaches — such as over-relying on top-line revenue or engagement metrics like portal logins — often fail to satisfy executive stakeholders. Instead, a more structured model is needed — one that distinguishes between imperatives (business-critical outcomes like revenue contribution and renewals), adjacencies (program-level activities like co-selling and MDF utilization), and feel facts (superficial indicators that have limited strategic value). This tiered view helps channel teams focus on what truly drives growth and justifies investment.
The call also featured the launch of Leading Formulas for Measuring Partner Value, a new guide from Channelnomics that offers 19 ready-to-use scoring models. These formulas cover a wide range of performance indicators, from strategic alignment and ecosystem engagement to deal velocity and reliance on non-standard pricing. Each is designed to provide clear, quantifiable insights into how partners contribute to vendor success.
Key takeaways include the importance of gaining executive buy-in on metrics up-front, simplifying reporting to avoid confusion, and continually reviewing performance data to refine measurement strategies. With partners contributing only 56% of deal origination — below historical norms — vendors need better tools to understand which partners are driving value and which are not.
To learn more and get practical tools for measuring what matters, watch the full Community Call replay and download the companion guide, Leading Formulas for Measuring Partner Value, available now at Channelnomics.com.