Partner Engagement Matters

Measure engagement with key performance indicators that go beyond participation.

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.

>> Explore 19 KPI calculations in “Leading Formulas for Measuring Partner Value,” available now to all CiQ members.

To calculate engagement, assign each variable a value from 1 to 10, with 10 being the best rating.

Where:

• T = Training Completion: The percentage of required training modules completed by the partner’s team.
• E = Event Participation: The partner’s attendance at and active participation in vendor-hosted events (e.g., webinars, conferences, or workshops).
• C = Certification Attainment: The number or percentage of certifications achieved by the partner’s team, relative to program requirements.
• W = Weight: Can be assigned to each variable to reflect its greater or lesser importance.

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:

• >8 = High Engagement: Demonstrates strong partner engagement across training, event participation, and certification attainment.
• 5 to 8 = Moderate Engagement: Shows adequate partner engagement but may reveal gaps in one or more areas (e.g., incomplete training or low event participation).
• <5 = Low Engagement: Demonstrates weak partner engagement, with minimal participation in training, events, or certification programs. This indicates a lack of investment in the partnership.

“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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