Goals for 2009 and 2010

By Jessica Davis  |  Print this article Print

New portals? Better training materials? Deal registration? Lead management? Channel chiefs have an array of options to choose from when deciding where to focus their resources for the year ahead. Will they choose the path of least resistance, and what will it mean to you?


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:
•    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

Jessica Davis covers the channel for eWeek and Channel Insider. Her technology journalism career began well before anyone heard of the World Wide Web and has included stints at Infoworld, Electronic News/EDN, and the Philadelphia Business Journal. Her work has also appeared on CNN and Forbes.com. She has covered hardware, software and networking, as well as the business side of technology. She has won several journalism awards, including a national ASBPE award for best staff-written column, and was named Marketing Computers hardest working tech journalist on their inaugural list of top tech journalists. Jessica can be reached at jessica.davis@ziffdavisenterprise.com

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