Key Scorecarding Practices for Channel Success

Top 10 Scorecarding Metrics

Companies increasingly want to get back to true market development funds. Instead of offering “entitlements,” they want measurable return on marketing investment. They want to be able to clearly see the “lift” they get for their funds. These days, every dollar counts. Key to a successful transition to MDF—and to growth itself—is a vendor’s ability to find the right partners. It is this need to find partners that align in terms of business model, sales capacity, and market know-how that is driving interest in channel partner scorecarding. Vendors want to identify which of its partners are prepared to deal with increasingly complex programs, products, and partnerships (including those with “frenemies”).