What channel partner KPIs should you be measuring?

25 April 2019

The success of a channel partner relationship depends on much more than just revenue. Here are all the other metrics you should be tracking.

Vendors choose channel partners because they already have access to established markets, meaning they have the potential to sell far more than using a direct sales team. However, as with any business initiative, it's essential you are able to measure the success of your channel partnerships. And while the obvious metric to measure is revenue, there are many other KPIs that demonstrate whether a reseller is performing or not. 

So what channel partner KPIs (other than sales volume) should you track?

Your channel partners are only going to be able to sell effectively if they have a sufficient understanding of your products.

1) Training 

Your channel partners are only going to be able to sell effectively if they have a sufficient understanding of your products. Logging how many training sessions and product demos resellers are attending, as well as what certifications they have undergone, is therefore an important measure of channel partner success.

2) Engagement

Linked to the amount of training undergone is how engaged your resellers are in the relationship more generally. If your channel partners are disengaged it will come across in their enthusiasm levels when they talk to customers and the amount of training they're taking part in, all of which has a knock on effect on sales. 

Channel partner engagement has traditionally been quite hard to measure, however there are some solid areas you can review:

  • How many times has the reseller logged into your partner portal?

  • How many conferences and events have they attended?

  • How many meetings with you have they attended?

  • How much sales and marketing collateral have they downloaded?

3) Customer satisfaction

Your brand's reputation depends on satisfied customers, and their interactions with your channel partners are going to play a key role. To measure this, send out regular customer satisfaction surveys that ask customers for feedback not just on your products, but also how they enjoyed their experience with your resellers. This is also a great opportunity for you to do some market research - ask which features they do and don't like so you can better tailor your offering in future. 

It's not enough just to measure these KPIs - you should also be rewarding them.

4) Deal registrations

In addition to sales, you can also look at what deal registrations your channel partners are making. Don't just look at the number of deal registrations they are opening though, as this doesn't indicate the quality of those leads or whether your resellers are actually closing them. It's also important to look at average deal size, how long it takes to close those deals, the number of active deals, and the ratio between the number of deals opened and how many get closed. 

Channel Partner Incentive Programs with Power2Motivate

It's not enough just to measure these KPIs - you should also be rewarding them. That's where a Channel Partner Incentive Program with Power2Motivate comes in.

Power2Motivate will help you develop strategy, establish a culture of loyalty and motivate your channel partners to live and breathe your brand. Your program will drive bottom-line performance, strengthen and secure channel partner loyalty and give your business a clear advantage amongst your competitors.

Our easy-to-use cloud-based platform has all sorts of features and is customisable to your business needs. Available in 17 languages, the platform can be logged in from any web-enabled device. Whether in-office or on-the-go, access to your program couldn't be more simple.

For more information, reach out to the Power2Motivate team today or request a demo


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An Employee Rewards Programme for Oman Arab Bank has been announced for Power2Motivate as an industry first for the Middle East. .

Power2Motivate Wins Top Industry Award

The Employer of Choice inaugural survey developed by HRD magazine collects data from over 2,000 employers nationwide and identifies those who are going above and beyond to develop outstanding workplaces..

Reward and Recognition Lessons From The Company That "Walks the Talk"

As specialists in the recognition and rewards industry, we're convinced of the power of employee engagement and meaningful recognition to transform organisations and spur growth. .

10 Reasons to Recognise Employee Achievements

Taking time to recognise employee achievements helps foster engagement, increases productivity, and reduces tension in the work environment. Leading a team can often be a challenging task let alone ensuring all staff are engaged. .

Top 10 Things to Expect from a Global Rewards Provider

Finding a reliable provider who is able to offer and deliver a wide selection of meaningful global rewards remains can often be a challenge. .

The Millennials - a New Focus for the Recognition and Incentives Industry?

Whilst they are a ring-fenced generation, they still share with their older peers, a universal desire to be acknowledged, appreciated, and rewarded for their efforts in the workplace. Millennials are now reshaping the recognition and incentive industry. .

Motivating Staff is Vital to Improve Customer Satisfaction in Call Centres

A company’s reputation is vital to its very existence and with the world being a rather scarily transparent domain, there’s nowhere to hide. As we all know, it only takes one social media outburst by a disgruntled customer to keep your PR department busy for weeks. .

Power2Motivate Wins Top Industry Award

Power2Motive Wins Top Industry Award for Employee Engagement and Recognition Program.

Power2Motivate Launches in London

Power2Motivate expands its international presence and chooses London to be its European HeadQuarters..

Peer to Peer Recognition – When it Doesn’t Work

It can be hard to tell the difference between someone exceeding expectations at work or just doing their required job. It is important to know the difference in order to recognise the over achievers..

Why Would We Want to Empower Our Employees?

Empowered employees on the job have better outcomes and results in a more productive work environment..

How to Create a Customer Loyalty Program that Makes a Positive Impact

Customer loyalty has really become a focus for businesses over the last two decades and trying to crack this concept in an ever changing market can often be difficult..

Why People Leave Their Jobs, and How You Can Stop it

How many new employees have you hired this year? What are you doing to make sure they stay?.

Three Steps to Make Your Brand a Habit

Loyalty programs with fantastic rewards can encourage your existing customers to stick around, and even attract some new ones..

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