You have partner reporting tools. Do you have actionable data? How do you extract the value and ROI out of your existing systems?
ROI – inquiring minds want to know. What is the ROI of the channel? Can someone finally answer this question that satisfies the CFO?
Success depends on an end-to-end partner value chain. Can you see it? If not, then how can you manage it?
Management across silos. That’s your challenge -- matrix management inside your company is one thing, but spray and pray across your partners is not a strategy.