For channel leaders, it’s critical to use KPIs that tie directly to strategic objectives and drive smarter decisions.
One such key KPI is engagement. Partner engagement metrics — training completion, event participation, and certification attainment — offer useful insights into a partner’s level of involvement, reflecting willingness to invest in a vendor relationship.
Engagement, though, doesn’t show the whole picture. Vendors should view these metrics as part of a broader assessment.
To calculate engagement, assign each variable a value from 1 to 10, with 10 being the best rating.
Where:
Every vendor values different aspects of its partner programs and relationships, so the variables used to measure engagement may not carry equal weight. To reflect their relative importance, you can assign a weight to each factor. There’s no one-size-fits-all approach; the goal is to build a balanced, accurate model that aligns with your current priorities and objectives.
Once W has been considered and the results calculated, you can use the following scale to interpret the data:
“Leading Formulas for Measuring Partner Value,” a Channelnomics guide now available to all CiQ members, dives deep into the calculations of such valuable metrics as engagement, strategic alignment, market coverage and capacity, technical proficiency, and ecosystem participation.
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