Best Practices in Channel Objectives, Measurements and Dashboards
Read Article by Mike Druball

Channels are a complicated business, filled with nuance, complications, and outright complexity. What works in one situation might be counterproductive in another – and the very best objectives for one channel partner might short circuit a relationship with a different reseller. As a result, an important job for a channel sales manager is to evaluate, adapt, and execute within a flexible relationship framework that allows multiple types of objectives and measurements. In this environment, setting relevant channel objectives is a difficult business and actually gathering the data to measure success can be downright impossible. However, that doesn't mean you shouldn't try!

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Measuring Success – An After Thought
Read Article by Mark Kopcha of Revegy, Inc.

In a recent research brief by SiriusDecisions, they stated that "Measuring sales is easy; it's measuring selling that presents a challenge." With few tools available that truly measure selling, we often resort to measuring success after an opportunity is decided versus measuring it along the way when action can be taken.

Research Brief – Events: Measuring Their Impact
Read Brief by SiriusDecisions

Did you know:

• The average b-to-b organization spends more than 20 percent of its marketing budget on events
• Many of these organizations have not established standards for how the value of these events is quantified
• Organizations must apply a core group of metrics in different ways to the range of events at their disposal