Channel Revenue Optimization in 2017
In 2017 suppliers that start to leverage data and metrics to optimize their channel partner relationships will see huge gains. Strong results will come when suppliers start to proactively manage and communicate with their channel partners in order to drive more revenue.
Understanding channel partner engagement with leads and opportunities is critical. For example, research conducted by LeadMethod shows that more than 70% of channel partners do not regularly follow up on leads and opportunities that are shared with them. That amounts to a significant number of missed sales.
Why it Matters:
"Suppliers that embrace process change and software investments to better engage their channel partners will see significant growth in 2017. We recommend three core strategies: Understanding Channel Engagement, Creating a Process for Channel Feedback, and Providing Training and Sales Coaching"
Justin Johnson CEO LeadMethod