HomeResearch Articles Getting Quantitative to Qualify Potential Partners

Getting Quantitative to Qualify Potential Partners

  • Channel organizations continue to qualify partners based on subjective criteria that promise, but rarely deliver, expected results
  • A quantitative approach to qualifying partners weeds out non-performers and expedites achievement of channel goals
  • Key criteria for channel partners include the number of reps, deals per rep, average selling price, and margin or discount
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