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Most companies measure channel performance upon revenue contribution alone. The higher the revenue, the more resources and investment are made available to them. And so the big get bigger and the small are ignored. But if your goal is to nurture and develop potential among your entire ecosystem thereby taking a more holistic approach to driving and rewarding performance, then you need to measure performance qualitatively as well as quantitatively. This compelling whitepaper examines the application of balanced scorecarding methodologies to channel performance assessment and goes on to highlight best practice in improving overall performance and optimizing it to maximize results.
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Collaborate beyond the enterprise
Whitepaper from Relayware
Indirect Channel Performance Management and Optimization
Contents
Performance Management and Optimization 3
Mapping Scorecard Value Against Contribution
Mapping Scorecard Value Against Contribution
Converting Scorecard Quadrants into a Segmentation Model
Manual Scorecarding
Manual Scorecarding Analysis: Plotting the 5 C’s
Manual Scorecarding Mapping Results
Converting Scorecard Quadrants into a Segmentation Model
The Indirect channel Lifecycle
Collaborate Beyond the Enterprise
