B-to-B suppliers seek to migrate their channel partners to situations that foster their survival, namely in the form of greater revenue production. This brief shares elements of commitment that can be assessed and then enhanced over time to drive partners toward increased production levels.
Download this Research Brief to learn:
- How to group partners based on revenue attainment and level of commitment, so you can be more prescriptive with their engagement approaches
- How to balance program resources between partners that currently perform well and those with the highest potential and willingness to grow
- How to prune partners that continue to demonstrate low engagement and performance
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