Blog

By Diane Krakora, CEO 

In our most recent webinar, Tim Harmon, principal analyst at Forrester Research, joined me to discuss measuring the return on channel investments (ROCI). On a high, abstract level, Tim said it’s actually very easy to measure ROCI — there’s an input (aka, the budget) and an output (aka, channel-generated revenue). “The problems come when trying to determine all those things inside the ‘black box’ — those interdependent channel programs that ultimately drive the output. They can’t determine what the effectiveness of those initiatives are at the granular channel level. That’s where it becomes nigh impossible … for them to articulate return on channel investment. There are a lot of investments being made. It’s how those individual investments affect each other that I think is the ultimate goal that most channel chiefs look to aspire.”

Use Channel Data to Drive Better Decisions

By Diane Krakora, CEO 

Those who know me know I’m a data girl. I always have been. I thrive on numbers and charts and quantifiable information.  It's increasingly important for channel leaders to collect, understand and act on data coming out of their channel initiatives to make effective decisions for growth. I'm excited to see data becoming more important in the hearts and minds of channel leaders.

By Diane Krakora, CEO

Our good friends over at Averetek share data, trends and insights in their State of Inbound Channel Marketing report. Leveraging the data from their clients and their clients’ channel partners use of the Averetek channel marketing automation platform, Averetek is uniquely positioned to analyze and share what works (and what doesn’t) in channel marketing.

By Amanda Hawkins, Marketing Director

Channel partnering doesn’t happen in a vacuum, and those folks working in the channel have some key go-to places for great content. Before I joined PartnerPath I was a bit foggy on what the partnering channel is, and thanks to great sources like these I (try to) stay in-the-know on all the latest partnering happenings. Whether it’s news, opinions or advice, I’ve bookmarked the following sites for their great content.

The following is an excerpt from our 2016 State of Partnering report: 10 Trends for a 2020 Vision, using survey responses from over 100 vendors, 200 solution providers and years of industry data. 

The data spotlight moves to channels.

Data has the power to change the world, or at least how we all interact with the world. From FitBits, Apple Watches, sales force automation and human capital management to customer relationship management (CRM) and partner relationship management (PRM), we all love data. The C-Suite now expects data-driven discussions and decisions based on facts and observable trends. You will be more successful in any initiative if you can provide supporting data, trends and insights.