HomeResearch Articles Operationalizing the Channel Sales Profitability Model

Operationalizing the Channel Sales Profitability Model

  • Without an analysis of performance measurements, channel sales leaders lack an effective way to predict their ability to meet financial targets
  • Typical channel financial performance measurements are limited, misrepresent expense and are inadequate inputs for corporate decision-making
  • Having the ability to quantify the value of the channel and identify impactful activities results in effective management of people, partners and programs
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