In this episode of In the Margins, Larry Walsh takes on one of the most persistent and complex challenges facing channel leaders and program managers: measuring partner value. It’s easy to spot top performers based on revenue, but identifying the partners that deliver long-term strategic impact, innovation, and alignment is far more nuanced.
Walsh introduces Channelnomics’ latest resource: "Leading Formulas for Measuring Partner Value." This exclusive guide breaks down 19 actionable KPIs, ranging from gross sales and profitability to competitive overlap, IP contributions, and marketing engagement. It’s not about vanity metrics — it’s about real, strategic insight.
Whether you're building a partner scorecard from scratch or refining an existing model, this episode offers practical advice on tailoring KPIs to your business goals and defending your channel strategy with data, not just instinct.
This is a must-listen for anyone tasked with proving partner impact in an increasingly digital, data-driven marketplace. Tune in, then download the guide at Channelnomics IQ.