Twenty-three percent of channel executives said that "recruiting more partners in existing markets" is their number one goal for their channel organization during the next 12 to 24 months.

Other responses to the "top goals" question included the following:

Resource Library:

•    Help partners accelerate sales cycles 17.8 percent
•    Expand market reach 10.8 percent
•    Rebuild/improve partner training 7.5 percent

And most vendors who responded to the survey said they do require various types of data/reporting from their channel partners. The following are the most common types of reporting required of channel partners:
•    Deal status/pipeline reporting 64.9 percent
•    Marketing plans for co-op/MDF funds 59.5 percent
•    Deal registration 59.5 percent
•    Closed business 45.9 percent
•    Lead acceptance 43.2 percent
•    Results/leads/ROI from marketing 32.4 percent